Towards a quantitative concession-based classification method of negotiation strategies
Towards a quantitative concession-based classification method of negotiation strategies
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
automated bilateral negotiation, classification, competition, concession, cooperation, negotiation strategy
978-3-642-25043-9
143-158
Baarslag, Tim
a7c541d8-8141-467b-a08c-7a81cd69920e
Hindriks, Koen
37537aff-8c5e-420e-b424-1cb0c26aa7d7
Jonker, Catholijn
492a7c03-c206-4fad-9a9c-a156a96c4245
2011
Baarslag, Tim
a7c541d8-8141-467b-a08c-7a81cd69920e
Hindriks, Koen
37537aff-8c5e-420e-b424-1cb0c26aa7d7
Jonker, Catholijn
492a7c03-c206-4fad-9a9c-a156a96c4245
Baarslag, Tim, Hindriks, Koen and Jonker, Catholijn
(2011)
Towards a quantitative concession-based classification method of negotiation strategies.
Kinny, D., Hsu, J.Y.-j., Governatori, G. and Ghose, A.
(eds.)
In Agents in Principle, Agents in Practice: 14th International Conference, PRIMA 2011, Wollongong, Australia, November 16-18, 2011. Proceedings.
Springer.
.
(doi:10.1007/978-3-642-25044-6_13).
Record type:
Conference or Workshop Item
(Paper)
Abstract
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
Text
Towards a Quantitative Concession-Based Classification Method of Negotiation Strategies.pdf
- Accepted Manuscript
More information
Published date: 2011
Venue - Dates:
Agents in Principle, Agents in Practice, 2011-01-01
Keywords:
automated bilateral negotiation, classification, competition, concession, cooperation, negotiation strategy
Organisations:
Agents, Interactions & Complexity
Identifiers
Local EPrints ID: 373404
URI: http://eprints.soton.ac.uk/id/eprint/373404
ISBN: 978-3-642-25043-9
ISSN: 0302-9743
PURE UUID: 4a6ed9f3-c2c3-4bbd-8386-8cfdec8c44a5
Catalogue record
Date deposited: 16 Jan 2015 11:40
Last modified: 14 Mar 2024 18:52
Export record
Altmetrics
Contributors
Author:
Tim Baarslag
Author:
Koen Hindriks
Author:
Catholijn Jonker
Editor:
D. Kinny
Editor:
J.Y.-j. Hsu
Editor:
G. Governatori
Editor:
A. Ghose
Download statistics
Downloads from ePrints over the past year. Other digital versions may also be available to download e.g. from the publisher's website.
View more statistics