Trust Rules for Trust Dilemmas: How Decision Makers Think and Act in the Shadow of Doubt
Proceedings of the workshop on Deception, Fraud, and Trust in Agent Societies held during the Autonomous Agents Conference: Trust in Cyber-societies, Integrating the Human and Artificial Perspectives
A Meta-model for e-Contract Template Variable Dependencies Facilitating e-Negotiation
ER '02 Proceedings of the 21st International Conference on Conceptual Modeling
Negotiation Constellations --- Method Selection Framework for Requirements Negotiation
REFSQ '08 Proceedings of the 14th international conference on Requirements Engineering: Foundation for Software Quality
Towards an Interdisciplinary Framework for Automated Negotiation
EC-Web '08 Proceedings of the 9th international conference on E-Commerce and Web Technologies
The Evolution of Negotiation and Impasse in Two-Party Multi-issue Bargaining
IBERAMIA '08 Proceedings of the 11th Ibero-American conference on AI: Advances in Artificial Intelligence
Computer Networks: The International Journal of Computer and Telecommunications Networking
Building an automatic e-tendering system on the Semantic Web
Decision Support Systems
An agent model for the influence of culture on bargaining
HuCom '08 Proceedings of the 1st International Working Conference on Human Factors and Computational Models in Negotiation
Negotiation among autonomous computational agents: principles, analysis and challenges
Artificial Intelligence Review
On the Empirical Evaluation of an Interdisciplinary Framework for Automated Negotiation
HoloMAS '09 Proceedings of the 4th International Conference on Industrial Applications of Holonic and Multi-Agent Systems: Holonic and Multi-Agent Systems for Manufacturing
Bilateral negotiation in a multi-agent energy market
ICIC'09 Proceedings of the 5th international conference on Emerging intelligent computing technology and applications
Eliminating issue dependencies in complex negotiation domains
Multiagent and Grid Systems - Advances in Agent-mediated Automated Negotiations
Explaining negotiation: obtaining a shared mental model of preferences
IEA/AIE'11 Proceedings of the 24th international conference on Industrial engineering and other applications of applied intelligent systems conference on Modern approaches in applied intelligence - Volume Part II
Modelling, analyzing and control of interactions among agents in MAS
ICCS'06 Proceedings of the 6th international conference on Computational Science - Volume Part III
Eliminating interdependencies between issues for multi-issue negotiation
CIA'06 Proceedings of the 10th international conference on Cooperative Information Agents
Language patterns in the learning of strategies from negotiation texts
AI'06 Proceedings of the 19th international conference on Advances in Artificial Intelligence: Canadian Society for Computational Studies of Intelligence
Organization Science
Decision support for online group negotiation: Design, implementation, and efficacy
Decision Support Systems
Measuring the performance of online opponent models in automated bilateral negotiation
AI'12 Proceedings of the 25th Australasian joint conference on Advances in Artificial Intelligence
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At last, a negotiation book that provides an integrated, big-picture view of what to do and what to avoid at the bargaining table based on the latest research findings! Combining a strong applied flavor with straightforward and lively writing, The Mind and Heart of the Negotiator presents a unified, and comprehensive overview of the insights, strategies, and practices inherent to successful negotiations and addresses the most common myths and pitfalls that plague negotiators. KEY TOPICS: This unique book weaves together a wide range of disciplines in its study of negotiation and discusses distributive negotiation, win-win negotiation, developing a negotiating style, creativity and problem solving, and cross-cultural negotiation. MARKET: For those in psychology, sociology, and organizational behavior economics interested in improving their negotiation skills.