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Towards a quantitative concession-based classification method of negotiation strategies

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
0302-9743
7047
143-158
Springer
Baarslag, Tim
a7c541d8-8141-467b-a08c-7a81cd69920e
Hindriks, Koen
37537aff-8c5e-420e-b424-1cb0c26aa7d7
Jonker, Catholijn
492a7c03-c206-4fad-9a9c-a156a96c4245
Kinny, D.
Hsu, J.Y.-j.
Governatori, G.
Ghose, A.
Baarslag, Tim
a7c541d8-8141-467b-a08c-7a81cd69920e
Hindriks, Koen
37537aff-8c5e-420e-b424-1cb0c26aa7d7
Jonker, Catholijn
492a7c03-c206-4fad-9a9c-a156a96c4245
Kinny, D.
Hsu, J.Y.-j.
Governatori, G.
Ghose, A.

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. pp. 143-158 . (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

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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: https://eprints.soton.ac.uk/id/eprint/373404
ISBN: 978-3-642-25043-9
ISSN: 0302-9743
PURE UUID: 4a6ed9f3-c2c3-4bbd-8386-8cfdec8c44a5
ORCID for Tim Baarslag: ORCID iD orcid.org/0000-0002-1662-3910

Catalogue record

Date deposited: 16 Jan 2015 11:40
Last modified: 04 Nov 2019 20:20

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