Practical methods of optimization; (2nd ed.)
Practical methods of optimization; (2nd ed.)
Bayesian learning in negotiation
International Journal of Human-Computer Studies - Evolution and learning in multiagent systems
WWW-based negotiation support: design, implementation, and use
Decision Support Systems
A Real-Life Experiment in Creating an Agent Marketplace
Software Agents and Soft Computing: Towards Enhancing Machine Intelligence, Concepts and Applications
CIA '00 Proceedings of the 4th International Workshop on Cooperative Information Agents IV, The Future of Information Agents in Cyberspace
Optimal Negotiation Strategies for Agents with Incomplete Information
ATAL '01 Revised Papers from the 8th International Workshop on Intelligent Agents VIII
Determining Successful Negotiation Strategies: An Evolutionary Approach
ICMAS '98 Proceedings of the 3rd International Conference on Multi Agent Systems
Predicting Agents Tactics in Automated Negotiation
IAT '04 Proceedings of the IEEE/WIC/ACM International Conference on Intelligent Agent Technology
Decision-making processes in pattern recognition (ACM monograph series)
Decision-making processes in pattern recognition (ACM monograph series)
Adaptive Negotiation with On-Line Prediction of Opponent Behaviour in Agent-Based Negotiations
IAT '06 Proceedings of the IEEE/WIC/ACM international conference on Intelligent Agent Technology
The design and evaluation of an intelligent sales agent for online persuasion and negotiation
Electronic Commerce Research and Applications
Predicting opponent's moves in electronic negotiations using neural networks
Expert Systems with Applications: An International Journal
Agent-based negotiation and decision making for dynamic supply chain formation
Engineering Applications of Artificial Intelligence
Pairwise issue modeling for negotiation counteroffer prediction using neural networks
Decision Support Systems
Information Sciences: an International Journal
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A reciprocal function is proposed for defining the utility concession curve of a negotiation participant. The curve has only one free parameter and can fit the complete range of negotiation styles from extremely competitive to extremely collaborative. Various equations are derived, including the definition of a utility concession curve center which permits intuitive quantifying of a utility concession curve. Subsequently, an optimization model is proposed to fit the curve to a set of offers. Using the proposed model, a set of negotiations is mined for utility concession curves which are then used for clustering and hypothesis testing. Three negotiations styles seem to emerge from the data; slightly collaborative, neutral and quite competitive. It is also shown quantitatively that the level of competitiveness of the counterpart is negatively correlated with the agreement rate, and this is validated against the experimental treatment. Additionally, by the use of an experimental treatment, it is shown that the level of competitiveness of the counterpart has a positive causal impact on the negotiator's style, causing him to become more competitive or collaborative. The data fitting model can also be used for incrementally fitting the curve in real-time during a negotiation to provide an estimate of the negotiation style which may help in the negotiation process.