Detection of Negotiation Profile and Guidance to more Collaborative Approaches through Negotiation Games
نویسندگان
چکیده
Negotiation is an activity that involves complex human relationships which should be treated with great caution to prevent them from being injured or destroyed, ruining any future chances of further negotiations or agreements. Therefore, the improvement of negotiation skills is essential and an important part of this improvement is the discovery of one's negotiation profile. This paper presents an evolution into a module of a Negotiation Support System that enables creation and management of negotiation games. Such evolution now allows the detection of the player's negotiation profile and is able to guide the negotiator into more collaborative negotiation approaches.
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