Human-computer negotiation plays an important role in B2C e-commerce. There is a paucity of further scientific investigation and a pressing need on designing the software agent that can deal with the human’s random and dynamic offer, which is crucially useful in human-computer negotiation to achieve better online negotiation outcomes. The lack of such studies has decelerated the process of appl...

We tackle the challenge of applying automated negotiation to self-interested agents with local but linked combinatorial optimization problems. Using distributed production scheduling problems in the context of supply chain management, we first present a negotiation protocol built on existing work in the multi-agent negotiation literature. Then, we propose two negotiation strategies for making c...

Automated negotiation has been of particular interest due to the relevant role that negotiation plays among trading agents. This paper presents two types of agent architecture: Case-Based and Fuzzy, to model an agent negotiation strategy. At each step of the negotiation process these architectures fix the weighted combination of tactics to employ and the parameter values related to these tactic...

In multi-issue negotiation, agents’ preferences are extremely important factors for reaching mutual beneficial agreements. However, agents would usually keeping their preferences in secret in order to avoid be exploited by their opponents during a negotiation. Thus, preference modelling has become an important research direction in the area of agent-based negotiation. In this paper, a bilateral...

Personality has been one of the most-studied factors in negotiation research, yet only inconsistent evidence has been provided for its impact on negotiation behaviors and outcomes. This paper proposes a mental model of personality and negotiation by integrating cognitive and social factors into the examination of negotiation processes. Testable propositions are then put forward before future re...

In this paper we propose a recommender system that suggests the best moment to end a negotiation. The recommendation is made from a trust evaluation of every agent in the negotiation based on their past negotiation experiences. For this, we introduce the Trust Aware Negotiation Dissolution algorithm.

Most existing frameworks for electronic negotiations today are tied to specific negotiation systems for which they were developed, preventing them from being applied to other negotiation scenarios. Thus, the evaluation of electronic negotiation systems is difficult as each one is based on a different framework. Additionally, each developer has to design a new framework for any system to be deve...

Supplier selection negotiation is a sophisticated and challenged job due to the diversity of intellectual backgrounds of the negotiating parties, the many variables involved in supply–demand relationship, the complex interactions and the inadequate negotiation knowledge of project participants. To do the job well, it is necessary to develop an intelligent system for negotiation support in suppl...

While Information Technology has been used to support negotiation there is little research in the domain of knowledge management in legal negotiation. In this paper we discuss the nature of negotiation knowledge and how such knowledge can be utilized to construct negotiation decision support systems. We conduct an in-depth examination of the notion of a BATNA (Best Alternative to a Negotiated A...