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)
Path dependence is an important phenomenon in strategic management. It narrows the decision space of strategic decision making which potentially leads to inefficiency. It also causes idiosyncratic differences between firms and therefore heterogeneity in the capability and resource endowment of firms which could be beneficial in competition. Sizing the later(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)
Design processes for sustainable buildings are characterised through high number of integrated planning aims linking the economical, ecological and socio-cultural aspects, beyond the classical planning goals for achievement of architectural, on Vitruvian philosophy based qualities of unity of functional, constructive and aesthetical values. With increasing(More)