Student Paper: How Cooperative Should I Be? Integrative Negotiation In Complex Organizational Agent Systems

This paper addresses the problem of negotiation in a complex organizational context and tries to bridge the gap between self-interested negotiation and cooperative negotiation. An integrative negotiation mechanism is introduced, which enables agents to choose any attitude from the extremes of self-interested and cooperative to those that are partially self-interested and partially cooperative. This mechanism is based on and also extends the motivational qualities(MQ) framework for evaluating which task an agent should pursue at each time point. Experimental work verifies this mechanism and explores the question whether it always improves the social welfare to have an agent be completely cooperative.