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...

This paper presents a System for Analysis of Multi-Issue Negotiation (SAMIN). The agents in this system conduct one-to-one negotiations, in which the values across multiple issues are negotiated on simultaneously. It is demonstrated how the system supports both automated negotiation (i.e., conducted by a software agent) and human negotiation (where humans specify their bids). To analyse such ne...

Human-agent negotiation is very important and highly complex task in electronic business negotiation. A hybrid model has been proposed to enable e-negotiation between human and software agents. In this model a human interacts with an intelligent software agent through exchange of messages to reach on an agreement. In this paper, we present a content level ontology by conceptualizing nine types ...

Purpose – The purpose of this article is to review and comment on recent and emerging trends in negotiation research, and to highlight the importance of the interactions between various dimensions of negotiation. Design/methodology/approach – Consistent with the behavioral negotiation framework, a two-level structure is maintained consisting of the contextual characteristics of negotiation, on ...

This work is concerned with electronically supported negotiations as an increasingly important part of the electronic support of business transactions in computer networks like the internet. Negotiations are – at least implicit – part of each such trade transactions. Nevertheless appropriate negotiation support systems are currently insufficient considered in the area of the electronic business...