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Automated Negotiation through a Cooperative-Competitive Model

Tao, Xuehong and Shen, Zhiqi and Miao, Chunyan and Theng, Yin-Leng and Miao, Yuan and Yu, Han (2011) Automated Negotiation through a Cooperative-Competitive Model. In: Innovations in Agent-Based Complex Automated Negotiations. Ito, Takayuki and Zhang, Minjie and Robu, Valentin and Fatima, Shaheen and Matsuo, Tokuro and Yamaki, Hirofumi, eds. Studies in Computational Intelligence, Volume 319 . Springer, Berlin, pp. 161-178.

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Abstract

Automated negotiation has become increasingly important and pervasive since the advent of e-Business. It frees people from tedious interactions, improves the efficiency of e-business and ensures the accuracy of complex service composition. However, there are limitations of the existing negotiation models. Firstly, the majority of existing negotiation models are ”price” bargain type of negotiation. It does not consider the reasons lead to the bargain position. Secondly, a few interest based negotiation models proposed in recent years are able to consider the underlying reasons of the counter party’s position, therefore, have more chance to reach an agreement. However, they focus on individual’s alternative solution seeking. None of these models promote the most productive human negotiation approach, especially in the global economic context, to constructively cooperate and seek for possible win-win situations. In an e-business environment, it would be more powerful if new services could be built on multiple parties’ existing services to form a cooperative solution. This paper proposes a negotiation model to enable negotiation parties to exchange preferences and knowledge, develop optimal cooperative solutions for mutual benefits. It is a cooperative-competitive win-win strategy.

Item Type: Book Section
ISBN: 9783642156113 (print) 9783642156120 (online)
Uncontrolled Keywords: ResPubID22960, e-business, negotiation models, computational model, negotiation automation, cooperative-competitive negotiation
Subjects: FOR Classification > 0801 Artificial Intelligence and Image Processing
Faculty/School/Research Centre/Department > School of Management and Information Systems
SEO Classification > 8902 Computer Software and Services
Faculty/School/Research Centre/Department > School of Engineering and Science
Depositing User: VUIR
Date Deposited: 09 Jan 2013 04:59
Last Modified: 09 Jan 2013 04:59
URI: http://vuir.vu.edu.au/id/eprint/8826
DOI: 10.1007/978-3-642-15612-0_9
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Citations in Scopus: 0 - View on Scopus

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