TY - GEN
T1 - Analysis of negotiation dynamics
AU - Hindriks, Koen
AU - Jonker, Catholijn M.
AU - Tykhonov, Dmytro
PY - 2007/12/24
Y1 - 2007/12/24
N2 - The process of reaching an agreement in a bilateral negotiation to a large extent determines that agreement. The tactics of proposing an offer and the perception of offers made by the other party determine how both parties engage each other and, as a consequence, the kind of agreement they will establish. It thus is important to gain a better understanding of the tactics and potential other factors that play a role in shaping that process. A negotiation, however, is typically judged by the efficiency of the outcome. The process of reaching an outcome has received less attention in literature and the analysis of the negotiation process is typically not as rigorous nor is it based on formal tools. Here we present an outline of a formal toolbox to analyze and study the dynamics of negotiation based on an analysis of the types of moves parties to a negotiation can make while exchanging offers. This toolbox can be used to study both the performance of human negotiators as well as automated negotiation systems.
AB - The process of reaching an agreement in a bilateral negotiation to a large extent determines that agreement. The tactics of proposing an offer and the perception of offers made by the other party determine how both parties engage each other and, as a consequence, the kind of agreement they will establish. It thus is important to gain a better understanding of the tactics and potential other factors that play a role in shaping that process. A negotiation, however, is typically judged by the efficiency of the outcome. The process of reaching an outcome has received less attention in literature and the analysis of the negotiation process is typically not as rigorous nor is it based on formal tools. Here we present an outline of a formal toolbox to analyze and study the dynamics of negotiation based on an analysis of the types of moves parties to a negotiation can make while exchanging offers. This toolbox can be used to study both the performance of human negotiators as well as automated negotiation systems.
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M3 - Conference contribution
AN - SCOPUS:37249072420
SN - 9783540751182
T3 - Lecture Notes in Computer Science (including subseries Lecture Notes in Artificial Intelligence and Lecture Notes in Bioinformatics)
SP - 27
EP - 35
BT - Cooperative Information Agents XI - 11th International Workshop, CIA 2007, Proceedings
T2 - 11th International Workshop on Cooperative Information Agents, CIA 2007
Y2 - 19 September 2007 through 21 September 2007
ER -