Please use this identifier to cite or link to this item: http://hdl.handle.net/1822/32073

TitleStudying the effects of stress on negotiation behaviour
Author(s)Gomes, Marco
Oliveira, Tiago José Martins
Carneiro, Davide Rua
Novais, Paulo
Neves, José
KeywordsIntelligent environments
Online dispute resolution
Negotiation
Context-awareness
Issue date2014
PublisherTaylor & Francis
JournalCybernetics and Systems : An International Journal
Abstract(s)Negotiation is a collaborative activity that requires the participation of different parties whose behaviors influence the outcome of the whole process. The work presented here focuses on the identification of such behaviors and their impact on the negotiation process. The premise for this study is that identifying and cataloging the behavior of parties during a negotiation may help to clarify the role that stress plays in the process. To do so, an experiment based on a negotiation game was implemented. During this experiment, behavioral and contextual information about participants was acquired. The data from this negotiation game were analyzed in order to identify the conflict styles used by each party and to extract behavioral patterns from the interactions, useful for the development of plans and suggestions for the associated participants. The work highlights the importance of the knowledge about social interactions as a basis for informed decision support in situations of conflict.
TypeArticle
Description"Special issue : Computational approaches for conflict resolution in decision making : new advances and developments"
URIhttp://hdl.handle.net/1822/32073
DOI10.1080/01969722.2014.894858
ISSN0196-9722
1087-6553
Publisher versionhttp://www.tandfonline.com/doi/abs/10.1080/01969722.2014.894858
Peer-Reviewedyes
AccessOpen access
Appears in Collections:CCTC - Artigos em revistas internacionais

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