Michael Filzmoser

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We develop analytical models to assist negotiators in formulating offers in a concession-based negotiation process. Our approach is based on plausible requirements for offers formulated in terms of utility values for both the negotiator making the offer and the opponent receiving it. These requirements include value creation, reciprocity, and the fact that(More)
Automated negotiation, in which software agents assume the negotiation tasks of their human users, is argued to improve the benefits of e-business transactions. Higher benefits result on one hand from reduced transaction costs due to the avoidance of human intervention, on the other hand software agents are supposed to achieve better outcomes. While the(More)
We describe a new approach to analyze offer processes in electronic negotiations. Utility values associated with offers are interpolated to standardized points in time during the negotiation, thus enabling a comparison and aggregation of different negotiations. We illustrate the usefulness of this approach in an exemplary empirical study. Empirical results(More)
This paper presents the e-Nego-motion research project which attempts to enhance understanding of effects of and interaction between behavioral and analytic decision support in e-negotiations. Systems providing both kinds of decision support were used in a laboratory experiment. Analyses show that behavioral decision support is requested most often for(More)
Building Information Technology bears promise to bring integration into fragmented AEC industry, as well as large potentials for optimization and management of building performance along life cycle. However, the adoption in Central Europe is much slower than in the USA or Scandinavia; the designers and planners are sceptical about BIM benefits. In order to(More)