Automated Negotiation through a Cooperative-Competitive Model

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


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.

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Item type Book Section
DOI 10.1007/978-3-642-15612-0_9
Official URL
ISBN 9783642156113 (print) 9783642156120 (online)
Subjects Historical > FOR Classification > 0801 Artificial Intelligence and Image Processing
Historical > Faculty/School/Research Centre/Department > School of Management and Information Systems
Historical > SEO Classification > 8902 Computer Software and Services
Historical > Faculty/School/Research Centre/Department > School of Engineering and Science
Keywords ResPubID22960, e-business, negotiation models, computational model, negotiation automation, cooperative-competitive negotiation
Citations in Scopus 1 - View on Scopus
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