Analysis of negotiation dynamics

Koen Hindriks*, Catholijn M. Jonker, Dmytro Tykhonov

*Corresponding author for this work

Research output: Chapter in Book / Report / Conference proceedingConference contributionAcademicpeer-review

Abstract

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.

Original languageEnglish
Title of host publicationCooperative Information Agents XI - 11th International Workshop, CIA 2007, Proceedings
Pages27-35
Number of pages9
Publication statusPublished - 24 Dec 2007
Externally publishedYes
Event11th International Workshop on Cooperative Information Agents, CIA 2007 - Delft, Netherlands
Duration: 19 Sep 200721 Sep 2007

Publication series

NameLecture Notes in Computer Science (including subseries Lecture Notes in Artificial Intelligence and Lecture Notes in Bioinformatics)
Volume4676 LNAI
ISSN (Print)0302-9743
ISSN (Electronic)1611-3349

Conference

Conference11th International Workshop on Cooperative Information Agents, CIA 2007
CountryNetherlands
CityDelft
Period19/09/0721/09/07

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