Agents, information and negotiation
Carles Sierra · 2008
Successful negotiators prepare by determining their position along five dimensions: legitimacy, options, goals, independence, and commitment, (LOGIC). Ipsilall 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 agentpsilas contribution to the relationship and its opponentpsilas contribution each from an information view and from a utilitarian view across the five LOGIC dimensions. 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.