A utility concession curve data fitting model for quantitative analysis of negotiation styles

作者：

Highlights：

• A reciprocal function is proposed for defining the utility concession curve.

• An optimization model is proposed to fit the concession curve to a set of offers.

• Quantitative analysis of curves is now possible using the utility curve center (w).

• Experiment data has 3 cluster; slightly collaborative, neutral, quite competitive.

• Competitiveness of the counterpart increases the negotiator’s competitiveness.

摘要

•A reciprocal function is proposed for defining the utility concession curve.•An optimization model is proposed to fit the concession curve to a set of offers.•Quantitative analysis of curves is now possible using the utility curve center (w).•Experiment data has 3 cluster; slightly collaborative, neutral, quite competitive.•Competitiveness of the counterpart increases the negotiator’s competitiveness.

论文关键词：Utility concession curve,Negotiation style,Reciprocal function,Data fitting,Data mining,Negotiations

论文评审过程：Available online 28 December 2013.

论文官网地址：https://doi.org/10.1016/j.eswa.2013.12.029