An intelligent negotiation strategy prediction system
Wei-Min Lee, Chien‐Chang Hsu · 2010
Bargaining is the negotiation conducted between two or more concerned parties to resolve conflicts or achieve mutual benefits. The participants in the negotiation adopt different tactics to pursue results that are to their best interests. Different bargaining negotiation curves represent different concession strategies that lead to the eventual bargaining outcome. To learn to predict the opponent's negotiation strategy in order to adjust one's own bargaining tactics to come out on top is the goal of each and every bargainer. This paper proposes an intelligent negotiation strategy prediction system in the bank bargaining process through the agent's calculation of the relative concession rate and round remaining rate from each one of the opponent's offers. The evolutionary fuzzy algorithm is then applied to forecast the opponent's negotiation strategy factor and negotiation curve. The Experiments in this study use real bank loan negotiation data prove that the system can predict the actual bargaining tactics used by bank clerks.