Strategic and Tactical Behaviour in Automated Negotiation

摘要: Traditional negotiation, conducted face-to-face and via mail or telephone, is often difficult to manage, prone misunderstanding, time consuming. Negotiators are typically satisfied with the final outcome and, in many instances, proudly describe it. However, closer inspection usually reveals that money squandered, resources wasted, potential joint gain untapped. Automated negotiation promises a higher level of process efficiency, more importantly, faster emergence quality agreements. The monetary impact has led an increasing demand for systems composed software agents representing individuals organizations capable reaching efficient agreements (e.g., industrial trend toward agent-based supply chain management). Work date on automated generated useful ideas concepts leading important theories systems. Yet, field still immature. design competence largely lacks systematic, traceable, reproducible approaches, thus remains art than science. Against this background, paper presents model handles two-party multi-issue manages activities negotiators perform before starting negotiate, formalizes relevant procedures studied social sciences frequently used real-life negotiation. incorporates various strategies tactics. Strategies computationally tractable functions define tactics be both at beginning during course They based rules-of-thumbdistilled from behavioral practice human Tactics, turn, specify short-term moves made each point structured, directed, driven by strategic considerations.