ISSN:
1573-7187
Schlagwort(e):
decision support
;
negotiation
;
negotiation support systems
;
expert systems
;
rule-based formalism
;
knowledge representation
;
logic, meta-rules
Quelle:
Springer Online Journal Archives 1860-2000
Thema:
Sociologie
,
Wirtschaftswissenschaften
Notizen:
Abstract The objective of this paper is to introduce a flexible approach to the structuring of negotiations. The process of negotiations with its intricacies is discussed, and drawbacks of quantitative methods are analyzed. The decomposition of the negotiation process into a certain hierarchical structure is presented. This structure is represented with ‘and/or’ trees used for knowledge representation in artificial intelligence. The definitions of flexibility and reactions to the opponent's moves are introduced with the help of a rule-based formalism. The implications of these definitions for the analysis of the negotiation process are presented. The approach is illustrated with a set of hypothetical examples.
Materialart:
Digitale Medien
URL:
http://dx.doi.org/10.1007/BF00133164
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