APPLYING CASE-BASED REASONING FOR IDENTIFYING THE NEGOTIATION PROFILE OF ELECTRONIC NEGOTIATION SYSTEM USERS

摘要

In this paper we analyze the problem of identifying the negotiation profile of the electronic negotiation system users. Usually such a profile is identified by means of the specific questionnaire (e.g. the Thomas-Kilmann questionnaire), however it requires from the negotiator answering many troublesome questions which is tiring and may lead to unreliable results. On the other hand many behavioural and psychological studies confirm that there is a set of demographical and sociological characteristics that influence the human general behaviour. Deriving from these studies we try to determine such a profile by analyzing the general information provided by the pre-negotiation questionnaire the users fill while creating their negotiation accounts. Having the historical data of Inspire negotiation system we try to find links between a set of the data that describes the negotiators demographical features and their final negotiation profile using the notion of Gilboa and Schmeidler case-based reasoning (CBR). To determine all the parameters required for the case-based reasoning the statistical correspondence analysis on the set of the historical data is conducted in advance. The results of CBR-based profile identification are also presented and discussed.