Building business relationships with negotiation

Publication Type:
Conference Proceeding
Citation:
Lecture Notes in Computer Science (including subseries Lecture Notes in Artificial Intelligence and Lecture Notes in Bioinformatics), 2007, 4655 LNCS pp. 119 - 128
Issue Date:
2007-12-01
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Successful negotiators prepare by determining their position along five dimensions. 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. 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. © Springer-Verlag Berlin Heidelberg 2007.
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