Abstract
The negotiations are an inseparable part of the real estate buying and selling process. Currently real estate are characterized by the intensive creation and use of information, knowledge and automation (software, knowledge and decision support systems, neural networks, etc.) applications. It is commonly agreed that a better integration of information, knowledge and automation applications, as well use of voice stress analysis (one of biometric technologies) might be an efficient mean for decision making in real estate negotiations. Voice stress analysis can help the negotiators to distinguish between truth and lies, improve the value of decisions made, significantly speed up real estate sector processes, help to reach a better real estate sales and purchase agreement terms and decrease the overall cost of real estate search and negotiation processes. The authors’ objective is to improve the quality and efficiency of decision support systems. The article analyses scientific research related to negotiations and presents the developed Web–based Real Estate Multiple Criteria Negotiation Decision Support System with integrated voice stress analysis– a new generation of Decision Support Systems. Santruka Derybos yra neatskiriama nekilnojamojo turto pirkimo ir pardavimo proceso dalis. Dabartiniam nekilnojamojo turto sektoriui būdingas intensyvus informacijos, žiniu ir automatizavimo naudojimas bei kūrimas (programine iranga, žiniu ir sprendimu paramos sistemos, neuroniniai tinklai ir pan.). Sutariama, kad geresnis informacijos, žiniu, automatizavimo, taip pat balso streso analizes (biometrines technologijos) integravimas pagreitina nekilnojamojo turto sektoriaus veikla. Balso streso analize gali padeti derybininkams atskirti, kada sakoma tiesa, o kada meluojama, padidina priimamu sprendimu naudinguma, paspartina nekilnojamojo turto paieškos ir derybu procesus, padeda pasiekti naudingesniu pirkimo ir pardavimo sutarties salygu bei sumažina nekilnojamojo turto paieškos ir derybu proceso kaina. Straipsnio autoriai, siekdami pagerinti sprendimu paramos sistemu kokybe ir efektyvuma, analizuoja mokslininku atliktu derybu srities tyrimu rezultatus ir pristato sukurta nekilnojamojo turto derybu internetine sprendimu paramos sistema su integruota balso streso analizes technologija kaip naujos kartos sprendimu paramos sistema.
Highlights
The real estate sector was always one of the most important branches in Europe: historically, the growth of the construction and real estate sectors considerably affects the general growth of a country’s economy
The results proved the game theory methods suitable for efficient solution of other similar tasks
Various systems with a broad variety of application possibilities exist; only a few of them can be deemed significant for construction and real estate (RE): Virtual Real–Estate Agent, which shows housing options to potential buyers in an RE agency’s website, and Voice Stress Analysis (VSA) used in insurance
Summary
The real estate sector was always one of the most important branches in Europe: historically, the growth of the construction and real estate sectors considerably affects the general growth of a country’s economy. Game theory provides a framework for analysing interdependent decision–making, for example, when the real estate buyer and seller or the client and contractor make rational and individual decisions independently of each other but their individual decisions interact to determine the payoff of each negotiating party. Analysis based on game theory rests on the assumption that all negotiating parties have complete information of the other party’s choices, which is seldom the case in the real world (Murtoaro and Kujala, 2007). The perspective of individual decision–making can help to get a general idea of the setting of an RE development and construction project and to guide behaviour of the client and contractor – primarily driven by own interests – towards joint benefits It enables comparison of the benefits of a joint agreement with a separate unilateral action (Murtoaro and Kujala, 2007). The parties assume that other negotiating parties will not take an opportunistic approach and may reveal more information; better contracts are possible, which, in turn means, yet more trust (Raiffa et al, 2002; Turel and Yuan, 2008)
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