Can the Holistic Preference Elicitation be Used to Determine an Accurate Negotiation Offer Scoring System? A Comparison of Direct Rating and UTASTAR Techniques

In this paper we study the prenegotiation process of eliciting the negotiators’ preferences and building the negotiation offer scoring system. We analyze how the agents build the formal and quantitative scoring systems based on the preferential information provided by their principals. The results of the bilateral negotiation experiment conducted in Inspire negotiation system are analyzed, in which the simple direct rating technique (SMARTS-like approach) is implemented to evaluate the negotiation problem and build scoring systems. The concordance of such scoring systems with the principal’s preferences was determined using the cardinal and ordinal inaccuracy measures. Then for each agent the scoring system was determined using UTASTAR method based on the same preference structures subjectively declared for direct rating. Finally, the inaccuracy of scoring systems obtained by means of both methods was compared.

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