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The Application of Item Response Theory for Analyzing the Negotiators’ Accuracy in Defining Their Preferences

Part of the Lecture Notes in Business Information Processing book series (LNBIP,volume 274)

Abstract

In this paper we analyze how some notions of Item Response Theory (IRT) may be used to analyze the process of scoring the negotiation template and building the negotiation offer scoring system. In particular we focus on evaluating and analyzing the accuracy and concordance of such scoring systems with the preferential information provided to negotiators by the represented party. In our research 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 analysis and scoring system building based on SMART/SAW method. IRT allows us to consider how the potential accuracy of individual scoring systems can be explained by both negotiators’ intrinsic abilities to use decision support tool and understand the scoring mechanism, and the difficulty of applying this scoring mechanism.

Keywords

  • Preference elicitation and analysis
  • Negotiation offer scoring systems
  • Ratings accuracy
  • Item Response Theory
  • Rasch Model

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Acknowledgements

This research was supported by the grant from Polish National Science Centre (2015/17/B/HS4/00941).

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Correspondence to Ewa Roszkowska .

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Roszkowska, E., Wachowicz, T. (2017). The Application of Item Response Theory for Analyzing the Negotiators’ Accuracy in Defining Their Preferences. In: Bajwa, D., Koeszegi, S., Vetschera, R. (eds) Group Decision and Negotiation. Theory, Empirical Evidence, and Application. GDN 2016. Lecture Notes in Business Information Processing, vol 274. Springer, Cham. https://doi.org/10.1007/978-3-319-52624-9_1

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