Cart (Loading....) | Create Account
Close category search window
 

Integrative negotiation among agents situated in organizations

Sign In

Cookies must be enabled to login.After enabling cookies , please use refresh or reload or ctrl+f5 on the browser for the login options.

Formats Non-Member Member
$31 $13
Learn how you can qualify for the best price for this item!
Become an IEEE Member or Subscribe to
IEEE Xplore for exclusive pricing!
close button

puzzle piece

IEEE membership options for an individual and IEEE Xplore subscriptions for an organization offer the most affordable access to essential journal articles, conference papers, standards, eBooks, and eLearning courses.

Learn more about:

IEEE membership

IEEE Xplore subscriptions

3 Author(s)
Xiaoqin Zhang ; Comput. & Inf. Sci. Dept., Univ. of Massachusetts, Dartmouth, MA ; Lesser, V. ; Wagner, T.

This paper addresses the problem of negotiation in a complex organizational context. An integrative negotiation mechanism is introduced, which enables agents to dynamically select a negotiation attitude based on the degree of external directedness. Experimental work explores the question of whether it always improves the organization's social welfare to have an agent be completely externally directed when negotiating and making choices. Results show that there are situations in which it is better for the organization if agents are partially externally directed in their negotiations with other agents rather than completely externally directed. The paper discusses the driving factors behind this unexpected result

Published in:

Systems, Man, and Cybernetics, Part C: Applications and Reviews, IEEE Transactions on  (Volume:36 ,  Issue: 1 )

Date of Publication:

Jan. 2006

Need Help?


IEEE Advancing Technology for Humanity About IEEE Xplore | Contact | Help | Terms of Use | Nondiscrimination Policy | Site Map | Privacy & Opting Out of Cookies

A not-for-profit organization, IEEE is the world's largest professional association for the advancement of technology.
© Copyright 2014 IEEE - All rights reserved. Use of this web site signifies your agreement to the terms and conditions.