Publication - Integrative Negotiation Among Agents Situated in Organizations

Authors: Zhang, Xiaoqin; Lesser, V.; Wagner, Tom
Title: Integrative Negotiation Among Agents Situated in Organizations
Abstract: This paper addresses the problem of negotiation in a complex organizational context. An integrative negotiation mechanism is introduced, which enables agents to dynamically select a negotiation attitude based on the degree of external directedness. Experimental work explores the question of whether it always improves the organizationís social welfare to have an agent be completely externally-directed when negotiating and making choices. Results show that there are situations in which it is better for the organization if agents are partially externallydirected in their negotiations with other agents rather than completely externally-directed. The paper discusses the driving factors behind this unexpected result.
Keywords: Cooperative Negotiation, Multi-Agent Systems, Negotiation
Publication: IEEE Transactions on Systems, Man, and Cybernetics, Part C, Vol: 36, Num: 1, pp. 19 - 30
Publisher: IEEE Computer Society
Date: January 2006
Sources: Other: http://www.cis.umassd.edu/~x2zhang/home/pub/in-ieee.pdf
Notes: Special Issue on Game-theoretic Analysis & Stochastic Simulation of Negotiation Agents
Reference: Zhang, Xiaoqin; Lesser, V.; Wagner, Tom. Integrative Negotiation Among Agents Situated in Organizations. IEEE Transactions on Systems, Man, and Cybernetics, Part C, Volume 36, Number 1, IEEE Computer Society, pp. 19-30. January 2006. Special Issue on Game-theoretic Analysis & Stochastic Simulation of Negotiation Agents
bibtex:
@article{Zhang-391,
  author    = "Xiaoqin Zhang and V. Lesser and Tom Wagner",
  title     = "{Integrative Negotiation Among Agents Situated in
               Organizations}",
  journal   = "IEEE Transactions on Systems, Man, and
               Cybernetics, Part C",
  volume    = "36",
  number    = "1",
  publisher = "IEEE Computer Society",
  pages     = "19-30",
  month     = "January",
  year      = "2006",
  url       = "http://mas.cs.umass.edu/paper/391",
}