Abstract
Negotiation is the highlight of e-commerce and artificial intelligence. This paper applies the idea of personality to BDI models and therefore attempts to present new negotiation architecture and to illustrate the protocol and algorithm. Through the experiments this paper analyses and proves that the personality (temperament) exerts great influence on concession rates in negotiation, and therefore affects the choices of negotiation strategy.
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© 2005 International Federation for Information Processing
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Zhang, H., Qiu, Y. (2005). Negotiation Based on Personality. In: Shi, Z., He, Q. (eds) Intelligent Information Processing II. IIP 2004. IFIP International Federation for Information Processing, vol 163. Springer, Boston, MA. https://doi.org/10.1007/0-387-23152-8_5
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DOI: https://doi.org/10.1007/0-387-23152-8_5
Publisher Name: Springer, Boston, MA
Print ISBN: 978-0-387-23151-8
Online ISBN: 978-0-387-23152-5
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