Following the emergence of the Internet, electronic negotiation has become an alternative to face-to-face negotiation. The rise of websites such as electronic marketplaces or electronic brokerages also fueled the popularity of electronic negotiation. The current forms of negotiation support systems (NSS) used to support many electronic negotiations offer very little support for historical negot...

Automated negotiation by autonomous agents has become increasingly important since the advent of e-marketplace. In this study, automated negotiation is viewed as a search process in which negotiators jointly search for a mutually acceptable contract in a multidimensional space formed by negotiable issues. This search is formulated as a multiple-objective decision making problem and is solved th...

Electronic negotiations can range from simple offer exchanges to complex communicative acts concerning packages of products and services. In contrast to dominant approaches aiming at automating the negotiation process (e.g. auction models), we introduce the notion of negotiation support for human negotiators conducting complex electronic negotiations. The negotiation support system Negoisst for...

a r t i c l e i n f o Electronic negotiation systems can incorporate computational models and algorithms in order to help negotiators achieve their objectives. An important opportunity in this respect is the development of a component, which can assess an expected reaction by a counterpart to a given trial offer before it is submitted. This work proposes a pairwise modeling approach that provid...

Abstract We present a novel negotiation model that allows an agent to learn how negotiate during concurrent bilateral negotiations in unknown and dynamic e-markets. The uses actor-critic architecture with model-free reinforcement learning strategy expressed as deep neural network. pre-train the by supervision from synthetic market data, thereby decreasing exploration time required for negotiati...

Economic research provides several reasons to explain why the gender wage gap still persists. One reason is the negotiation gap, whereby women are less likely to use and benefit from negotiation compared to men. This paper describes an active-learning exercise in which students are empowered to learn and practice basic negotiation strategy in a distributive bargaining framework. Students active...

E-commerce "localizes global markets" by opening remote markets to retail and to small companies. Newly developed E-commerce tools allow individual and organizational buyers to search for suppliers anywhere and make deals electronically. We propose a software agent that interacts with a buyer and elicits information about the criteria, preferences, and limitations, and that conducts business ne...

Past research has indicated that rapport helps negotiators overcome interpersonal friction and find cooperative agreements. Study 1 explored differences in the behavioral dynamics evoked by e-mail versus face-to-face negotiation. Although some behavioral content categories differed in ways pointing to strengths of e-mail, the strongest pattern was that e-mail inhibited the process of exchanging...

This paper described the main idea of the MACBETH approach and M-MACBETH software to multicriteria negotiation analysis. The MACBETH is based on the additive value model and requires only qualitative judgments about differences of attractiveness to help a decision maker quantify the relative value of options or criteria. The main goal of this procedure is to support interactive learning about e...