Integrative egotiation Among agents Situated in Organizations  

Oleh:

Xiaoqin Zhang ; Lesser, Victor ; Wagner, Tom

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: IEEE Transactions on Systems, Man, and Cybernetics: Part C Applications and Reviews vol. 36 no. 1 (Jan. 2006), page 19-30.
Topik: Group Organizational Dyanamics; Integrative Negotiation; Motivation

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: II69.2 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Isi artikel

This paper addresses the problem of negotiation in a complex organizational context. An integrative negotiation mechanism is introduced, which enables agents to dynamically select a negotiation attitude based on the degree of external directedness. Experimental work explores the question of whether it always improves the organization's social welfare to have an agent be completely externally directed when negotiating and making choices. Results show that there are situations in which it is better for the organization if agents are partially externally directed in their negotiations with other agents rather than completely externally directed. The paper discusses the driving factors behind this unexpected result.

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