The influence of Culture on ABMP Negotiation Parameters

G.J. Hofstede, C.M. Jonker, D. Verwaart

Research output: Contribution to conferencePaperAcademic

Abstract

Negotiations are known to proceed differently across cultures. A realistic agent model of international negotiations has to take cultural differences into account. This paper presents an agent-based model that tackles this challenge. The context is a trade game where commodities with a hidden quality attribute are exchanged. The negotiation model uses the ABMP negotiation architecture. It applies a utility function that includes market value, quality preference, and risk attitude. The indices of the five dimensions of Hofstede’s model of national cultures are used, in combination with agent’s group membership and societal status, to differentiate negotiation behavior by adaptation of weight factors in the utility function and ABMP parameters. The paper presents test runs with synthetic cultures and a set of actual national cultures. The present version of the model helps to understand behaviors in international trade networks. It proves that Hofstede’s dimensions can be used to generate culturally differentiated agents

Workshop

WorkshopThe Second International Workshop on Agent-based Complex Automated Nogotiations (ACAN 2009), Budapest, Hungary
Period10/05/0915/05/09

Fingerprint

Hofstede
Negotiation behaviour
Market value
National cultures
Group membership
International trade
Risk attitude
Cultural differences
Utility function
Commodities
International negotiations
Factors
Quality attributes
Agent-based model
Negotiation model

Cite this

Hofstede, G. J., Jonker, C. M., & Verwaart, D. (2010). The influence of Culture on ABMP Negotiation Parameters. Paper presented at The Second International Workshop on Agent-based Complex Automated Nogotiations (ACAN 2009), Budapest, Hungary, .
Hofstede, G.J. ; Jonker, C.M. ; Verwaart, D. / The influence of Culture on ABMP Negotiation Parameters. Paper presented at The Second International Workshop on Agent-based Complex Automated Nogotiations (ACAN 2009), Budapest, Hungary, .
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title = "The influence of Culture on ABMP Negotiation Parameters",
abstract = "Negotiations are known to proceed differently across cultures. A realistic agent model of international negotiations has to take cultural differences into account. This paper presents an agent-based model that tackles this challenge. The context is a trade game where commodities with a hidden quality attribute are exchanged. The negotiation model uses the ABMP negotiation architecture. It applies a utility function that includes market value, quality preference, and risk attitude. The indices of the five dimensions of Hofstede’s model of national cultures are used, in combination with agent’s group membership and societal status, to differentiate negotiation behavior by adaptation of weight factors in the utility function and ABMP parameters. The paper presents test runs with synthetic cultures and a set of actual national cultures. The present version of the model helps to understand behaviors in international trade networks. It proves that Hofstede’s dimensions can be used to generate culturally differentiated agents",
author = "G.J. Hofstede and C.M. Jonker and D. Verwaart",
year = "2010",
language = "English",
note = "The Second International Workshop on Agent-based Complex Automated Nogotiations (ACAN 2009), Budapest, Hungary ; Conference date: 10-05-2009 Through 15-05-2009",

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Hofstede, GJ, Jonker, CM & Verwaart, D 2010, 'The influence of Culture on ABMP Negotiation Parameters' Paper presented at The Second International Workshop on Agent-based Complex Automated Nogotiations (ACAN 2009), Budapest, Hungary, 10/05/09 - 15/05/09, .

The influence of Culture on ABMP Negotiation Parameters. / Hofstede, G.J.; Jonker, C.M.; Verwaart, D.

2010. Paper presented at The Second International Workshop on Agent-based Complex Automated Nogotiations (ACAN 2009), Budapest, Hungary, .

Research output: Contribution to conferencePaperAcademic

TY - CONF

T1 - The influence of Culture on ABMP Negotiation Parameters

AU - Hofstede, G.J.

AU - Jonker, C.M.

AU - Verwaart, D.

PY - 2010

Y1 - 2010

N2 - Negotiations are known to proceed differently across cultures. A realistic agent model of international negotiations has to take cultural differences into account. This paper presents an agent-based model that tackles this challenge. The context is a trade game where commodities with a hidden quality attribute are exchanged. The negotiation model uses the ABMP negotiation architecture. It applies a utility function that includes market value, quality preference, and risk attitude. The indices of the five dimensions of Hofstede’s model of national cultures are used, in combination with agent’s group membership and societal status, to differentiate negotiation behavior by adaptation of weight factors in the utility function and ABMP parameters. The paper presents test runs with synthetic cultures and a set of actual national cultures. The present version of the model helps to understand behaviors in international trade networks. It proves that Hofstede’s dimensions can be used to generate culturally differentiated agents

AB - Negotiations are known to proceed differently across cultures. A realistic agent model of international negotiations has to take cultural differences into account. This paper presents an agent-based model that tackles this challenge. The context is a trade game where commodities with a hidden quality attribute are exchanged. The negotiation model uses the ABMP negotiation architecture. It applies a utility function that includes market value, quality preference, and risk attitude. The indices of the five dimensions of Hofstede’s model of national cultures are used, in combination with agent’s group membership and societal status, to differentiate negotiation behavior by adaptation of weight factors in the utility function and ABMP parameters. The paper presents test runs with synthetic cultures and a set of actual national cultures. The present version of the model helps to understand behaviors in international trade networks. It proves that Hofstede’s dimensions can be used to generate culturally differentiated agents

M3 - Paper

ER -

Hofstede GJ, Jonker CM, Verwaart D. The influence of Culture on ABMP Negotiation Parameters. 2010. Paper presented at The Second International Workshop on Agent-based Complex Automated Nogotiations (ACAN 2009), Budapest, Hungary, .