Building Business Relationships with Negotiation

  • John Debenham
  • Carles Sierra
Part of the Lecture Notes in Computer Science book series (LNCS, volume 4655)


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.


Multi Agent System Multiagent System Autonomous Agent Logic Framework Negotiation Strategy 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.


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Copyright information

© Springer-Verlag Berlin Heidelberg 2007

Authors and Affiliations

  • John Debenham
    • 1
  • Carles Sierra
    • 2
  1. 1.University of Technology, SydneyAustralia
  2. 2.Institut d’Investigacio en Intel.ligencia Artificial, Spanish Scientific Research Council, UAB, 08193 Bellaterra, CataloniaSpain

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