Learning single-issue negotiation strategies using hierarchical clustering method

  title={Learning single-issue negotiation strategies using hierarchical clustering method},
  author={Jun-Geol Baek and Chang Ouk Kim},
  journal={Expert Syst. Appl.},
This research proposes an off-line learning method targeted for systematically constructing single-issue negotiation strategies in electronic commerce. Our research is motivated by the following fact: evidence from both theoretical analysis and observations of human interaction shows that if decision makers have a prior knowledge on the behaviors of opponents, the overall payoffs would increase. Given past negotiation data set, a competitive learning and a variant of hierarchical clustering… CONTINUE READING
8 Citations
13 References
Similar Papers


Publications referenced by this paper.
Showing 1-10 of 13 references

Essentials of negotiation. Irwin

  • R. Lewicki, D. Saunders, J. Minton
  • 1997

On automated negotiation and electronic commerce

  • R. O. Jim
  • Ph.D. thesis, The Wharton School, University of…
  • 1996
2 Excerpts

Similar Papers

Loading similar papers…