TY - GEN
T1 - Towards a quantitative concession-based classification method of negotiation strategies
AU - Baarslag, Tim
AU - Hindriks, Koen
AU - Jonker, Catholijn
PY - 2011/11/28
Y1 - 2011/11/28
N2 - In order to successfully reach an agreement in a negotiation, both parties rely on each other to make concessions. The willingness to concede also depends in large part on the opponent. A concession by the opponent may be reciprocated, but the negotiation process may also be frustrated if the opponent does not concede at all. This process of concession making is a central theme in many of the classic and current automated negotiation strategies. In this paper, we present a quantitative classification method of negotiation strategies that measures the willingness of an agent to concede against different types of opponents. The method is then applied to classify some well-known negotiating strategies, including the agents of ANAC 2010. It is shown that the technique makes it easy to identify the main characteristics of negotiation agents, and can be used to group negotiation strategies into categories with common negotiation characteristics. We also observe, among other things, that different kinds of opponents call for a different approach in making concessions.
AB - In order to successfully reach an agreement in a negotiation, both parties rely on each other to make concessions. The willingness to concede also depends in large part on the opponent. A concession by the opponent may be reciprocated, but the negotiation process may also be frustrated if the opponent does not concede at all. This process of concession making is a central theme in many of the classic and current automated negotiation strategies. In this paper, we present a quantitative classification method of negotiation strategies that measures the willingness of an agent to concede against different types of opponents. The method is then applied to classify some well-known negotiating strategies, including the agents of ANAC 2010. It is shown that the technique makes it easy to identify the main characteristics of negotiation agents, and can be used to group negotiation strategies into categories with common negotiation characteristics. We also observe, among other things, that different kinds of opponents call for a different approach in making concessions.
KW - Automated bilateral negotiation
KW - Classification
KW - Competition
KW - Concession
KW - Cooperation
KW - Negotiation strategy
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U2 - 10.1007/978-3-642-25044-6_13
DO - 10.1007/978-3-642-25044-6_13
M3 - Conference contribution
AN - SCOPUS:81855212439
SN - 9783642250439
T3 - Lecture Notes in Computer Science (including subseries Lecture Notes in Artificial Intelligence and Lecture Notes in Bioinformatics)
SP - 143
EP - 158
BT - Agents in Principle, Agents in Practice - 14th International Conference, PRIMA 2011, Proceedings
T2 - 14th International Conference on Principles and Practice of Multi-Agent Systems, PRIMA 2011
Y2 - 16 November 2011 through 18 November 2011
ER -