Negotiation occurs whenever people cannot achieve their own goals without the cooperation of others. Our review highlights recent empirical research that investigates this ubiquitous social activity. We selectively review descriptive research emerging from social psychology and organizational behavior. This research examines negotiation behavior and outcomes at five levels of analysis: intraper...

In this paper, a decision aid method for preoptimization is presented. The method is called “negotiation”, and it is based on the identification, formulation, modeling and use of indicators defined as “negotiation indicators”. These negotiation indicators are used to explore the solution space by means of a classbased approach. The classes are subdomains for the negotiation indicators domain. T...

Information about the opponent is essential to improve automated negotiation strategies for bilateral multi-issue negotiation. In this paper we propose a negotiation strategy that combines a Bayesian technique to learn the preferences of an opponent during bidding and a Tit-for-Tat-like strategy to avoid exploitation by the opponent. The learned opponent model is used to achieve two important g...

Following the emergence of the Internet, electronic negotiation has become an alternative to face-to-face negotiation. The current forms of negotiation support systems (NSS) used to support many electronic negotiations offer very little support for historical negotiation data. In order to address this issue, the idea of a collective memory support in negotiations has been proposed in recent yea...

Whereas the oldest negotiation framework in distributed artiicial intelligence, the Contract Net metaphor, embodies a truly distributed negotiation procedure, some of the younger approaches to negotiation are distributed to a lesser degree, relying on a mediator to resolve connicts between agents. In this paper, we present delegated negotiation as a more distributed alternative for mediated neg...

In this chapter we introduce the System for Analysis of Multi-Issue Negotiation (SAMIN). SAMIN offers a negotiation environment that supports and facilitates the setup of various negotiation setups. The environment has been designed to analyse negotiation processes between human negotiators, between human and software agents, and between software agents. It offers a range of different agents, d...

Introduction At the start of a complex negotiation process, the relevant issues and actors to join the negotiation process have to be identified. Although the need to identify issues and actors for negotiations has been acknowledged (Lim 1999, Thiessen Loucks and Stedinger 1998, Rangaswamy and Shell 1997) and discussed (Keeney 1992) in the literature on decision making and negotiation analysis,...

This paper proposes an approach to attack the multi-linked negotiation in a complex organizational context. The motivational qualities (MQ) framework developed earlier, provides the agent with the capability to reason about different objective goals hence the agent can evaluate a negotiation issue via its organizational objectives. The partial order schedule is exploited as a reasoning tool for...

We view a group problem as a resource allocation problem among involved parties, ana’ negotiation as the members’ act to protect, or better yet, to gain additional resources for themselves. Group members gather together to achieve a common goal. Yet, they are also stakeholders seeking to defend their own interest as well. As such, negotiation can be seen as an effort of all parties seeking to e...

The paper presents the generic conceptual framework for modeling rational negotiation processes. The central piece of the presented work is the upper-level negotiation ontology. This ontology is designed to be capable to model the arbitrary types of negotiation dialogues by providing the upper-level namespace for that. The models of the specific negotiation types refine this namespace by provid...