Modelling Trust, Honour and Reliability in Business Relationships
- IEEE Computer Society
- Publication Type:
- Conference Proceeding
- Proceedings 2nd International Conference on Digital Ecosystems and Technologies (IEEE DEST 2008), 2009, pp. 145 - 150
- Issue Date:
Successful negotiators prepare by determining their position along five dimensions: Legitimacy, Options, Goals, Independence, and Commitment. We model business relationships in terms of these dimensions and two primitive concepts: intimacy (degree of closeness) and balance (degree of fairness). The intimacy is a pair of matrices that evaluate both an agentï½s contribution to the relationship and its opponentï½s contribution each from an information view and from a utilitarian view across the five 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.
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