Disconnecting outcomes and evaluations: The role of negotiator focus.

Three experiments explored the role of negotiator focus in disconnecting negotiated outcomes and evaluations. Negotiators who focused on their target prices, the ideal outcome they could obtain, achieved objectively superior outcomes compared with negotiators who focused on their lower bound (e.g., reservation price). Those negotiators who focused on their targets, however, were less satisfied with their objectively superior outcomes. In the final experiment, when negotiators were reminded of their lower bound after the negotiation, the satisfaction of those negotiators who had focused on their target prices was increased, with outcomes and evaluations becoming connected rather than disconnected. The possible negative effects of setting high goals and the temporal dimensions of the disconnection and reconnection between outcomes and evaluations are discussed. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

市场营销专业教学资源库《商务谈判》课程教学设计

运用行动导向和谈判工作流程进行《商务谈判》课程教学设计,通过商务谈判课程目标定位、课程内容整体安排、单元设计与综合实训教学方法过程四个方面来完成,按照商务谈判实际的工作流程、单元设计调用丰富的资源和典型的模拟谈判竞赛工作任务来设计,改变过去填鸭式单纯理论知识教学方法的缺陷,提高学生驾驭知识、运用知识和丰富发展知识的能力,做到学中做、做中学相结合,提高学生的实践技能。     

时变条件下高堆石坝施工度汛协商演化模型

高堆石坝填筑施工过程以其挡水和过水的特点被广泛应用于施工度汛中。施工洪水和大坝的填筑进度直接影响中后期导流方案的选择，同时也影响施工度汛中不同利益干系人的行为决策，而方案的决策结果也影响着下一阶段的填筑高程及进度安排。本文通过高堆石坝度汛坝体挡水高程与施工洪水随机性描述了施工度汛的时变风险，结合决策者风险偏好及利益导向，引入施工方与业主方在不同度汛方案下的效益函数，运用微分对策理论建立时变条件下的高堆石坝施工度汛协商演化模型，确定其最优协商解及演化路径。实例计算结果验证该演化模型与实际工程结果符合良好，对高堆石坝度汛风险决策效率的提高具有借鉴意义。     

基于可信敏感度的网格信任协商策略及其应用分析

本文将证书敏感度和实体声誉相结合,提出基于可信敏感度的信任协商策略来避免敏感信息的披露;引入协商第三方来解决循环依赖策略,提高服务成功率.最后分析了策略的计算和通信开销,在NUPT网格平台的测试结果证实了该策略性能令人满意.     

治理视角下跨省流域生态补偿协商机制构建——以新安江流域为例

跨省(自治区、直辖市)流域生态补偿,由于涉及不同的省级行政区和复杂的利益关系协调,无论是开展实际试点还是理论探讨,都具有重要的意义。以财政部与环保部牵头、跨越皖浙两省的全国首个跨省的新安江流域生态补偿机制试点为例,介绍了跨省流域生态补偿的制度与规则设计、各治理主体的协商沟通平台搭建、补偿标准、运作模式,分析了新安江流域生态补偿实施过程中存在的问题。研究认为:新安江流域生态补偿模式取得了一定的效益,但仍然需从流域资源产权、组织体制、法律法规和公众参与等方面对现有的合作模式进行系统化的完善。     

Resolving crises through automated bilateral negotiations

We describe the development of an automated agent that can negotiate efficiently with people in crises. The environment is characterized by two negotiators, time constraints, deadlines, full information, and the possibility of opting out. The agent can play either role, with communications via a pre-defined language. The model used in constructing the agent is based on a formal analysis of the crises scenario using game-theoretic methods and heuristics for bargaining. The agent receives messages sent by its opponent, analyzes them and responds. It also initiates discussion on one or more parameters of an agreement. Experimental results of simulations of a fishing dispute between Canada and Spain indicate that the agent played at least as well as, and in the case of Spain, significantly better than a human player.     

A non‐repudiable negotiation protocol for security service level agreements

Security service level agreements (SSLAs) provide a systematic way for end users at home or in the office to guarantee sufficient security level when doing business or exchanging sensitive personal or organizational data with an online service. In this paper, we propose an SSLA negotiation protocol that implements non‐repudiation with cryptographic identities and digital signatures and includes features that make it resistant to denial of service attacks. The basic version of the protocol does not rely on the use of a trusted third party, and it can be used for all kinds of simple negotiations. For the negotiation about SSLAs, the protocol provides an option to use an external knowledge base that may help the user in the selection of suitable security measures. We have implemented a prototype of the system, which uses JSON Web Signature for the message exchange and made some performance tests with it. The results show that the computational effort required by the cryptographic operations of the negotiation protocol remains at a reasonable level. Copyright © 2014 John Wiley & Sons, Ltd.     

路段环境自动驾驶汽车通行权决策方法

为了解决路段自动驾驶汽车的通行权决策问题,提高交通流的运行效率和稳定性,基于可接受间隙模型和谈判理论构建路段自动驾驶汽车通行权决策模型. 综合考虑多种因素,基于可接受间隙模型对行人风险进行建模,将行人风险划分为低风险、中风险和高风险. 综合考虑风险、性格（激进和保守）和等待时间等对行人行为的影响,分析不同因素组合下行人和自动驾驶汽车可能采取的行为策略,基于该行为策略,利用谈判理论对自动驾驶汽车的通行权决策过程进行建模. 利用Python联合SUMO开源交通仿真软件对模型进行验证,仿真持续10 h. 3个模型的（保守模型、Gupta模型和本文模型）仿真结果表明,当行人产生频率为15 s时,自动驾驶汽车的平均行驶时间分别为661.5、399.5和327.6 s,平均延误时间分别为618 s、336 s和260.7 s,总流量分别为6 699辆、10 583辆和11 568辆. 当行人产生频率为30 s时,自动驾驶汽车的平均行驶时间分别为643.5、311.7和81.9 s,平均延误时间分别为599.9、244.4和6.5 s,总流量分别为6 879辆、11 741辆和11 971辆. 通行权决策方法的加入有助于降低自动驾驶汽车的行驶时间和延误,提升流量.     

Towards Autonomous and Automatic Evaluation and Negotiation in Agent-Mediated Internet Marketplaces

In an agent-mediated B2C Internet marketplace, agents, mobile or stationary, can act on behalf of customers to complete tasks involved in buying and selling products. In this paper, we first present a fuzzy-set based two-phase evaluation model allowing mobile agents to evaluate and filter online e-shops, and evaluate offers autonomously and automatically at the request from a consumer. The fuzzy evaluation criterion takes into account not only the attributes of offers, but also the reputation of corresponding e-shops. }Meanwhile, the two-phase operations can help reduce the scale of mobile agents dispatched to e-shops and thus reduce the network workload. Based on the same fuzzy evaluation criterion, an auction-like negotiation model is presented, where the consumer agent can autonomously determine the initial offer and negotiate with multiple shops simultaneously. The final best offer is determined not only by the attributes of the offers, but also the attributes of the e-shops as well as the preference the consumer specified. Finally, our models presented in this paper have been implemented in a prototype system where we conducted some experiments to evaluate their performance.