Building business relationships with negotiation

Debenham, J; Sierra, C

Building business relationships with negotiation

Debenham, J Sierra, C

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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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Field	Value	Language
dc.contributor.author	Debenham, J	en_US
dc.contributor.author	Sierra, C https://orcid.org/0000-0003-0839-6233	en_US
dc.date.issued	2007-12-01	en_US
dc.identifier.citation	Lecture Notes in Computer Science (including subseries Lecture Notes in Artificial Intelligence and Lecture Notes in Bioinformatics), 2007, 4655 LNCS pp. 119 - 128	en_US
dc.identifier.isbn	9783540745624	en_US
dc.identifier.issn	0302-9743	en_US
dc.identifier.uri	http://hdl.handle.net/10453/1983
dc.description.abstract	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.	en_US
dc.relation.ispartof	Lecture Notes in Computer Science (including subseries Lecture Notes in Artificial Intelligence and Lecture Notes in Bioinformatics)	en_US
dc.subject.classification	Artificial Intelligence & Image Processing	en_US
dc.title	Building business relationships with negotiation	en_US
dc.type	Conference Proceeding
utslib.citation.volume	4655 LNCS	en_US
utslib.for	0806 Information Systems	en_US
dc.location.activity	Regensburg, Germany	en_US
pubs.embargo.period	Not known	en_US
pubs.organisational-group	/University of Technology Sydney
pubs.organisational-group	/University of Technology Sydney/Faculty of Engineering and Information Technology
pubs.organisational-group	/University of Technology Sydney/Faculty of Engineering and Information Technology/School of Software
pubs.organisational-group	/University of Technology Sydney/Strength - AAI - Advanced Analytics Institute Research Centre
utslib.copyright.status	closed_access
pubs.publication-status	Published	en_US
pubs.volume	4655 LNCS	en_US

Abstract:

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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http://hdl.handle.net/10453/1983