Founded the Semantics Technology and Applications Research Laboratory (STAR Lab) at VUB in 1995. Director of STARLab since. Current scientific interests include ontologies, database semantics, domain and database modeling, interoperability and use of databases in applications such as enterprise knowledge management and the Semantic Web.
Carles Sierra · 2008
Successful negotiators prepare by determining their position along five dimensions: Legitimacy, Options, Goals, Independence, and Commitment, (LOGIC). I'll 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 agent's contribution to the relationship and its opponent's 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.