NEGOTIATION GOES HIGH TECH: CAN YOU NEGOTIATE WITH A MACHINE?




Abstract:
Negotiation is one of the basic forms of interpersonal communication. Because of negotiating parties’ cognitive biases and limited capacity for information processing, the negotiation outcomes are sometimes far from optimal. This led to the development of various negotiation support systems and automated agents, which help human negotiators reach better outcomes. In this article, we review some of the most common systems used for electronic negotiations.

CITATION:

IEEE format

G. Dobrijević, J. Đorđević Boljanović, “Negotiation goes high tech: can you negotiate with a machine?,” in Sinteza 2014 - Impact of the Internet on Business Activities in Serbia and Worldwide, Belgrade, Singidunum University, Serbia, 2014, pp. 249-253. doi: 10.15308/sinteza-2014-249-253 

APA format

Dobrijević, G., Đorđević Boljanović, J. (2014). Negotiation goes high tech: can you negotiate with a machine?. Paper presented at Sinteza 2014 - Impact of the Internet on Business Activities in Serbia and Worldwide. doi:10.15308/sinteza-2014-249-253

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