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Concession crossover in electronic negotiations

Carbonneau Real, Vahidov Rustam, Yu Bo

Control and Cybernetics

2021

Vol. 50, No. 1

51--67

Negotiation is a joint decision making process involving making concessions by the parties. Concession-making may involve giving up negotiator’s utility and is an essential activity in the negotiation process. In the past it has been suggested by some authors that negotiators utility functions over the issues may not be linear. In this case, a phenomenon called “concession crossover” takes place, in which a negotiator may switch issues on which they choose to make concessions at some point in negotiations. This work sets to investigate the validity of such claims. To this end we introduce several concession-making models and use them for testing hypotheses. We have used a dataset from online negotiation experiments featuring a contract-signing case. The results support the claim that concession crossover does indeed occur.

Process-Specific Information for Learning Electronic Negotiation Outcomes

Shah M., Sokolova M., Szpakowicz S.

Fundamenta Informaticae

2006

Vol. 74, nr 2,3

351-373

We introduce Process-Specific Feature Selection, an innovative procedure of feature selection for textual data. The procedure applies to data gathered in person-to-person communication. The procedure relies on the knowledge of the processes that govern such communication. It is general enough to represent data in a wide variety of domains. We present a case study of electronic negotiation, in which participants exchange text messages. We present the empirical results of classifying the outcomes of electronic negotiations based on such texts. The results achieved using process-specific feature selection are marginally better than those afforded by several traditional feature selection methods. We show that this tendency is consistent across several learning paradigms.