The LOGIC negotiation model

  • Authors:
  • Carles Sierra;John Debenham

  • Affiliations:
  • Spanish Scientific Research Council, Catalonia, Spain;University of Technology, Sydney, NSW, Australia

  • Venue:
  • Proceedings of the 6th international joint conference on Autonomous agents and multiagent systems
  • Year:
  • 2007

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Abstract

Successful negotiators prepare by determining their position along five dimensions: Legitimacy, Options, Goals, Independence, and Commitment, (LOGIC). We introduce a negotiation model based on these dimensions and on two primitive concepts: intimacy (degree of closeness) and balance (degree of fairness). The intimacy is a pair of matrices that evaluate both an agent's contribution to the relationship and its opponent's contribution each from an information view and from a utilitarian view across the five LOGIC dimensions. The balance is the difference between these matrices. A relationship strategy maintains a target intimacy for each relationship that an agent would like the relationship to move towards in future. The negotiation strategy maintains a set of Options that are in-line with the current intimacy level, and then tactics wrap the Options in argumentation with the aim of attaining a successful deal and manipulating the successive negotiation balances towards the target intimacy.