Modelling Trust, Honour and Reliability in Business Relationships

Debenham, JK

Modelling Trust, Honour and Reliability in Business Relationships

Debenham, JK

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Publisher:: IEEE Computer Society
Publication Type:: Conference Proceeding
Citation:: Proceedings 2nd International Conference on Digital Ecosystems and Technologies (IEEE DEST 2008), 2009, pp. 145 - 150
Issue Date:: 2009-01

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Field	Value	Language
dc.contributor.author	Debenham, JK	en_US
dc.contributor.editor	Chang, E	en_US
dc.contributor.editor	Hussain, F	en_US
dc.contributor.editor	Kayacan, E	en_US
dc.date	2009-05-31	en_US
dc.date.issued	2009-01	en_US
dc.identifier.citation	Proceedings 2nd International Conference on Digital Ecosystems and Technologies (IEEE DEST 2008), 2009, pp. 145 - 150	en_US
dc.identifier.isbn	978-1-4244-2346-0	en_US
dc.identifier.uri	http://hdl.handle.net/10453/11908
dc.description.abstract	Successful negotiators prepare by determining their position along five dimensions: Legitimacy, Options, Goals, Independence, and Commitment. We model business relationships in terms of these dimensions and two primitive concepts: intimacy (degree of closeness) and balance (degree of fairness). The intimacy is a pair of matrices that evaluate both an agentï½s contribution to the relationship and its opponentï½s contribution each from an information view and from a utilitarian view across the five dimensions. The balance is the difference between these matrices. A relationship strategy maintains a target intimacy for each relationship that an agent would like the relationship to move towards in future. The negotiation strategy maintains a set of Options that are in-line with the current intimacy level, and then tactics wrap the Options in argumentation with the aim of attaining a successful deal and manipulating the successive negotiation balances towards the target intimacy.	en_US
dc.publisher	IEEE Computer Society	en_US
dc.relation.ispartof	Proceedings 2nd International Conference on Digital Ecosystems and Technologies (IEEE DEST 2008)	en_US
dc.relation.ispartof	International Conference on Digital Ecosystems and Technologies	en_US
dc.relation.isbasedon	10.1109/DEST.2009.5276790	en_US
dc.rights	© 2009 IEEE. Personal use of this material is permitted. Permission from IEEE must be obtained for all other uses, in any current or future media, including reprinting/republishing this material for advertising or promotional purposes, creating new collective works, for resale or redistribution to servers or lists, or reuse of any copyrighted component of this work in other works.	en_US
dc.title	Modelling Trust, Honour and Reliability in Business Relationships	en_US
dc.type	Conference Proceeding
utslib.location	New York, USA	en_US
utslib.location.activity	Istanbul, Turkey	en_US
utslib.for	0806 Information Systems	en_US
dc.location.activity	Istanbul, Turkey	en_US
pubs.embargo.period	Not known	en_US
pubs.organisational-group	/University of Technology Sydney
pubs.organisational-group	/University of Technology Sydney/Faculty of Engineering and Information Technology
pubs.organisational-group	/University of Technology Sydney/Faculty of Engineering and Information Technology/School of Software
pubs.organisational-group	/University of Technology Sydney/Strength - AAI - Advanced Analytics Institute Research Centre
utslib.copyright.status	open_access
pubs.consider-herdc	true	en_US
pubs.place-of-publication	New York, USA	en_US
pubs.start-date	2009-05-31	en_US

Abstract:

Successful negotiators prepare by determining their position along five dimensions: Legitimacy, Options, Goals, Independence, and Commitment. We model business relationships in terms of these dimensions and two primitive concepts: intimacy (degree of closeness) and balance (degree of fairness). The intimacy is a pair of matrices that evaluate both an agentï½s contribution to the relationship and its opponentï½s contribution each from an information view and from a utilitarian view across the five dimensions. The balance is the difference between these matrices. A relationship strategy maintains a target intimacy for each relationship that an agent would like the relationship to move towards in future. The negotiation strategy maintains a set of Options that are in-line with the current intimacy level, and then tactics wrap the Options in argumentation with the aim of attaining a successful deal and manipulating the successive negotiation balances towards the target intimacy.

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http://hdl.handle.net/10453/11908