An Efficient Negotiation Support System with the Opponent’s Preferences Prediction

• Main Authors: Yia-Jia-Bin, 顏家彬
• Other Authors: Chang Jau Shien
• Format: Others
• Language: zh-TW
• Published: 2002
• Online Access: http://ndltd.ncl.edu.tw/handle/32746159119153730553

碩士 === 淡江大學 === 資訊管理學系 === 90 === Negotiation is one of the most important parts of transaction behaviors. However, negotiators’ miscomprehension in the other parties’ preference usually causes blind yielding, which leads to loss in attaining profits ; even causes indispensable animosity, which leads to negotiation rupture. For the sake of providing negotiators guidelines in bargaining, this thesis, on the basis of “Two Parties Multi-issues Negotiation” and “ Multi-Attribute Utility Theory” , intends to develop a “Negotiation Support System” functioning in predicting opposite parties’ preference. Based on history of the differences in offers raised from opposite parties, complied with “utility difference filtering method”, as well as GUI, this system can precisely summarize the opponents’ preference, in order to master the situation during negotiation and gain the results that fulfill their own advantage. To verify the effectiveness of system, we carry out a large-scale experiment. The result of experiment successfully verifies the preciseness and effectiveness in predicting opponents’ behaviors.