Abstract
In this paper we analyze the problem of recognizing the cognitive heuristics, in particular the errors of perception and information processing, and their impact on the activities of negotiators undertaken in the prenegotiation phase to define, structure and analyze the negotiation problem. We focus on evaluating and analyzing the impact of scaling biases on the accuracy and concordance of negotiation offer scoring systems with the preferential information provided to negotiating agents by their principals. In our study we use the dataset of bilateral electronic negotiations conducted by means of Inspire negotiation support system, which provides users with decision support tools for preference based on direct rating approach. The results of experiments confirm the necessity of building the heuristics-sensitive decision support tools for negotiation support.
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This research was supported by the grant from Polish National Science Centre (2016/21/B/HS4/01583).
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Kersten, G., Roszkowska, E., Wachowicz, T. (2017). The Heuristics and Biases in Using the Negotiation Support Systems. In: Schoop, M., Kilgour, D. (eds) Group Decision and Negotiation. A Socio-Technical Perspective. GDN 2017. Lecture Notes in Business Information Processing, vol 293. Springer, Cham. https://doi.org/10.1007/978-3-319-63546-0_16
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DOI: https://doi.org/10.1007/978-3-319-63546-0_16
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