The Art &amp; Science of Negotiation

Raiffa, Howard

doi:10.2307/1340912

Cited by 792 publications

(770 citation statements)

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“…In classical multi-issue-utility theory ( [21]), the solution proposed is the use of an independent mediator, which both parties can trust to reveal their preferences. The problem with this approach in an electronic or open system setting is that it can be difficult to establish whether a mediator is indeed impartial or more trustworthy than the negotiation partner himself.…”

Section: Using Incomplete Informationmentioning

confidence: 99%

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A System for Analysis of Multi-Issue Negotiation

Bosse¹,

Jonker²,

Meij³

et al. 2005

Software Agent-Based Applications, Platforms and Development Kits

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Abstract. This paper presents a System for Analysis of Multi-Issue Negotiation (SAMIN). The agents in this system conduct one-to-one negotiations, in which the values across multiple issues are negotiated on simultaneously. It is demonstrated how the system supports both automated negotiation (i.e., conducted by a software agent) and human negotiation (where humans specify their bids). To analyse such negotiation processes, the user can enter any formal property deemed useful into the system and use the system to automatically check this property in given negotiation traces. Furthermore, it is shown how, compared to fully closed negotiation, the efficiency of the reached agreements may be improved, either by using incomplete preference information revealed by the negotiation partner or by incorporating a heuristic, through which an agent uses the history of the opponent's bids in order to guess his preferences.

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Section: Using Incomplete Informationmentioning

confidence: 99%

“…[21], is Pareto-efficiency. An outcome is said to be Pareto-efficient if the utility of any party cannot be improved without a loss of utility for another.…”

Section: Introductionmentioning

confidence: 99%

A System for Analysis of Multi-Issue Negotiation

Bosse¹,

Jonker²,

Meij³

et al. 2005

Software Agent-Based Applications, Platforms and Development Kits

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show abstract

“…Negotiation tactics are functions that define the moves to be made at each point of the negotiation process (see subsection 3.5). Strategy selection is an important task and must be carefully planned [3,12,13]. In this paper, we assume that ag i selects a strategy str ik ∈SL i accordingly to his experience.…”

Section: Negotiation Problemmentioning

confidence: 99%

Negotiation among Autonomous Computational Agents

Lopes

Mamede

Novais³

et al. 2002

Advances in Artificial Intelligence — IBERAMIA 2002

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Abstract. Autonomous agents are being increasingly used in a wide range of applications. Most applications involve or require multiple agents operating in complex environments and, over time, conflicts inevitably occur among them. Negotiation is the predominant process for resolving conflicts. Recent interest in electronic commerce has also given increased importance to negotiation. This paper presents a generic negotiation model for autonomous agents that handles multi-party, multi-issue and repeated rounds. The model is based on computationally tractable assumptions.

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“…Boulware (B) [12]. For this function, ½ and the initial offer is maintained till time is almost exhausted, when the agent concedes up to its reservation value.…”

Section: The Negotiation Modelmentioning

confidence: 99%

The Influence of Information on Negotiation Equilibrium

Fatima

Wooldridge

Jennings

2002

Agent-Mediated Electronic Commerce IV. Designing Mechanisms and Systems

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Abstract. This paper studies the influence of the agents' information states on the negotiation equilibrium. This analysis is undertaken by examining a range of negotiation scenarios in which the amount of information that agents have about their opponent's parameters is systematically varied. For each such scenario, we show that a unique equilibrium exists and we investigate how the information states of agents influence the distribution property of the equilibrium solution. Our study shows the relative impacts of the opponent's parameters on the negotiation outcome. The results obtained are useful for decision making in situations where an agent has the option of choosing whom to negotiate with, from among a set of bargainers, on the basis of its information state. Our analysis also indicates which of its opponent's parameters an agent should learn in order to maximize its utility.

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The Art & Science of Negotiation

Cited by 792 publications

References 0 publications

A System for Analysis of Multi-Issue Negotiation

A System for Analysis of Multi-Issue Negotiation

Negotiation among Autonomous Computational Agents

The Influence of Information on Negotiation Equilibrium

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