Fuzzy Representation of Principal’s Preferences in Inspire Negotiation Support System

We consider the negotiation problem, in which an agent negotiates on behalf of a principal. Our considerations are focused on the Inspire negotiation support system in which the principal’s preferences are visualised by circles. In this way, the principal describes the importance of each negotiation issue and the relative utility of each considered option. The paper proposes how this preference information may be implemented by the agent for determining a scoring function used to support decisions throughout the negotiation process. The starting point of our considerations is a discussion regarding the visualisation of the principal’s preferences. We assume here that the importance of each issue and the utility of each option increases with the size of the circle representing them. The imprecise meaning of the notion of “circle size” implies that in a considered case, the utility of an option should be evaluated by a fuzzy number. The proposed utility fuzzification is justified by a simple analysis of results obtained from the empirical prenegotiation experiment. A novel method is proposed to determine trapezoidal fuzzy numbers, which evaluates an option’s utility using a series of answers given by the participants of the experiment. The utilities obtained this way are applied to determine the fuzzy scoring function for an agent. By determining such a common generalised fuzzy scoring system, our approach helps agents handle the differences in human cognitive processes associated with understanding the principal’s preferences. This work is the first approach to fuzzification of the preferences in the Inspire negotiation support system.

The Balanced Threat Agreement for Individual Externality Negotiation Problems

This paper introduces a model to analyze individual externalities and the associated negotiation problem, which has been largely neglected in the game theoretic literature. Following an axiomatic perspective, we propose a solution, as a payoff sharing scheme, called the balanced threat agreement, for such problems. It highlights an agent’s potential influences on all agents by threatening to enter or quit. We further study the solution by investigating its consistency. We also offer a discussion on the related stability issue.

Hubungan Kompetensi Kewirausahaan Dan Kinerja Usaha: Studi Empiris UMKM Di Kota Tarakan

Entrepreneurial success is determined by the competencies of an entrepreneur and will directly affect the success of business performance. This study aims to examine empirically the influence of entrepreneurial competencies on business performance. Entrepreneurship competency is measured by 15 indicators (Ability to control risk, autonomy, Search for and analyze information, Communication, Dynamic, Build social networks, Change management, Initiatives, Innovation, Integrity, Leadership, Results-oriented, Negotiation, Problem solving and Responsibility ) While Business Performance is measured by 5 indicators (profit growth, sales growth, capital growth, efficiency and customer growth). The sample in this study was MSMEs in the city of Tarakan using a sample probability area sample method based on the sub -district area. The data analysis technique uses the PLS-SEM method with the WarpPls 6.0 application. The results of the study show that entrepreneurial competence has a positive impact on business performance. This study supports the RBV theory which states that a company's competitive advantage is generated from its unique resources.

Personality Traits and Negotiation Style Effects on Negotiators' Perceptions in a Web-Based Negotiation

This article investigates the relationship between the prior knowledge of someone's personality traits and negotiation styles in negotiations supported by web-based negotiation support system (NSS) and the negotiator's perception of the usefulness of NSS, ease of use of communication mechanisms, and outcome satisfaction. A distributive negotiation problem between dyads was proposed for participants. The dyadic analyses were performed using the actor-partner interdependence model. As a result, the analyses found significant effects of prior knowledge of information about personality traits and negotiation styles on the negotiator's perception (actor effects) of the usefulness and ease of use of communication mechanisms, and an indirect effect on outcome satisfaction. Significant effects were also found in the relationship between the opponents' perceptions (partner effects) on ease of use of communication mechanisms and prior knowledge about personality traits and negotiation styles, as well as their effects on outcome satisfaction.

Open Badges to Encourage Class Representatives’ Reflection and Achievement-Sharing: A Case Study from Edinburgh University Students’ Association (EUSA)

This case study describes how Edinburgh University Students’ Association (EUSA) worked in partnership with the University of Edinburgh’s Information Services division to implement one of the first Open Badge schemes used in the UK higher education sector. Based on student feedback, EUSA developed an effective Open Badge model to recognise and reward students’ work as Class Representatives. The paper describes EUSA’s model of badges, badge criteria and implementation, before focusing on qualitative examples of the positive impact of this pilot project for both individual students and for the Students’ Association. It provides examples of how students reflected thoughtfully about the impact of their work as Class Representatives to develop skills in negotiation, problem solving, diplomacy, leadership, and change management. EUSA’s Open Badge scheme now rewards students for sharing their achievements. In turn, students’ Open Badge blog posts have helped EUSA to gain more meaningful insights into the broad work of Class Representatives and how students benefit when they engage fully with the role.