Multi-issue negotiation can lead negotiators to bi-beneficial outcomes which are not applicable in single issue negotiation. In a multiissue negotiation, a negotiator’s preference has a significant impact on the negotiation result. Most existing multi-issue negotiation strategies are based on an assumption that a negotiator will fix its predefined preference throughout a negotiation, and the ne...

Electronic commerce has been a significant commercial phenomenon in recent years and autonomous agents have made the advantages of e-markets more distinct. However, as e-market environments become open and dynamic, existing agent negotiation approaches expose some limitations. Static negotiation strategies and offer evaluation approaches might fail to capture dynamic changes of market situation...

Recent growing interest in autonomous interacting software agents and their potential application in areas such as electronic commerce (Sandolm & Lesser 1995) has given increased importance to automated negotiation. Much DAI and game theoretic research (Rosenschein & Zlotkin 1994; Osborne & Rubinstein 1994) deals with coordination and negotiation issues by giving pre-computed solutions to speci...

In the context of business negotiation, negotiation is both a science and skill; in terms skill, implies certain behaviours, skills, abilities experiences, while knowledge on considered useful tool that facilitates process implementation; must be applied (used) as often possible order to, due to at times highly competitive differences concept shape it process, which gap between theory practice ...

In this article we investigate the effects of negotiator trust and mediation on negotiating behavior perceptions. We conduct three experiments in sequence with each succeeding study building results prior study. All used same simulated dispute between a bar owner customers. first experiment found that negotiators who trusted owner’s integrity moved further an acceptable offer scale than those d...