A Dynamic Strategy Coach for Effective Negotiation
Table 7: The table shows the weights of seller’s top weighted negotiation tactics in both stages. Positive weight means the feature is positively correlated with the success of a negotiation.
['Features', '1 [ITALIC] st stage Weights', '2 [ITALIC] nd stage Weights']
⟨\textslproposeaprice⟩ has the highest weight, which is expected because giving an offer is a fundamental action of negotiation. Following that, the negative weight of ⟨\textsldonotproposefirst⟩ indicates that seller should wait for buyer to propose the first price. It is probably because the seller can have a better estimation of the buyer’s target price. The second most weighted strategy in the 2nd stage is ⟨\textslnegotiatesideoffers⟩, which emphasizes the importance of exploring side offers to increase mutual gain. Moreover, building rapport can help develop trust and help get a better deal, which is supported by the positive weights of ⟨\textslbuildrapport⟩.