Toward a Unified Negotiation Framework: Leveraging Strengths in Behavioral and Computational Communities

  • Nazli Turan
  • Tinglong Dai
  • Katia Sycara
  • Laurie Weingart
Part of the Advances in Group Decision and Negotiation book series (AGDN, volume 6)


While there has been a large body of negotiation literature in both Behavioral Science (behavioral) and Artificial Intelligence/Game Theory (computational) communities, there has not been an attempt to bridge the two communities to our best knowledge. In this chapter, we compare and contrast the characteristics of behavioral and computational literature in negotiation. We propose that incorporating the strengths of two types of literature are valuable in expanding the horizon of research outlook.


Behavioral research Computational approaches Automated negotiation Utilities Subjective characteristics Emotion Agent reasoning Negotiation literature Interdisciplinary study Game theory 



This work was supported by the ARO Multi University Research Initiative grant W911-NF-0810301.


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Copyright information

© Springer Science+Business Media Dordrecht 2013

Authors and Affiliations

  • Nazli Turan
    • 1
  • Tinglong Dai
    • 1
  • Katia Sycara
    • 2
  • Laurie Weingart
    • 1
  1. 1.Tepper School of BusinessCarnegie Mellon UniversityPittsburghUSA
  2. 2.Robotics InstituteCarnegie Mellon UniversityPittsburghUSA

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