Negotiation planning: An AI approach

doi:10.1016/0377-2217(90)90133-V

European Journal of Operational Research

Volume 46, Issue 2, 25 May 1990, Pages 216-234

https://doi.org/10.1016/0377-2217(90)90133-V Get rights and content

Abstract

This paper develops a general approach for structuring and modeling negotiations, based on integration of Artificial Intelligence (AI) techniques with decision theoretic methods. Reasoning from past cases similar to the current negotiation, case-based reasoning, is combined with multi-attribute utility theory. The model also includes reasoning to accomodate departures from rationality in the behavior of the agents, and mechanisms to support dynamic problem restructuring. The model has been implemented in a computer program, the Persuader, that functions as a mediator in simulated labor negotiations. The main emphasis of the paper is in presenting the case-based reasoning aspect of the model.

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^☆: This research was funded in part by the Army Research Office under Contract No. DAAG 29-85-K-00230.

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Negotiation planning: An AI approach☆

Abstract

Information and Management

European Journal of Operational Research

Case-based reasoning: A computer model of subjective assessment

Derivational analogy: A theory of reconstructive problem solving and expertise acquisition

How Arbitration Works

Bivariate negotiations as a problem of stochastic terminal control

Management Science

Conflict Analysis, Models and Resolutions

The computer as a third party

CHEF: A model of case-based planning

Collective Bargaining and Labor Relations

MEDIATOR: Towards a negotiation support system

Decisions with Multiple Objectives

Retrieval and Organizational Strategies in Conceptual Memory: A Computer Model

A process model of case-based reasoning in problem solving

Logic-based tools for negotiation support