Abstract
Relationships are fundamental to all but the most impersonal forms of interaction in business. Human agents who are unsure of themselves seek honourable trading relationships. The establishment and growth of interpersonal relationships is a result of reciprocal exchange of information. This paper addresses the problem of use of information for developing and utilising relationships between negotiating agents. The presence of measurable information on the Internet underpins the philosophy of transparency in electronic business, which has an impact on the behaviour of involved agents. It takes ‘two to tango’ for conducting business in such a ‘net landscape’ where communities and cliques emerge, shape and evolve. The paper presents a formalism for electronic negotiation technology that treats relationships as a commodity. It supports relationship building, maintaining, evolving, and passing to other agents, and utilises such relationships in agent interaction. The Honourable Negotiator also takes in account information about the relationships in networks of respective agents outside the trading space.
This is a preview of subscription content, log in via an institution.
Buying options
Tax calculation will be finalised at checkout
Purchases are for personal use only
Learn about institutional subscriptionsPreview
Unable to display preview. Download preview PDF.
References
Aciar, S., Zhang, D., Simoff, S.J., Debenham, J.K.: Informed recommender: Basing recommendations on consumer product reviews. IEEE Intelligent Systems, 39–47 (May/June 2007)
Adams, J.S.: Inequity in social exchange. In: Berkowitz, L. (ed.) Advances in Experimental Social Psychology, vol. 2. Academic Press, New York (1965)
Berscheid, E., Reis, H.: Attraction and close relationships. In: The Handbook of Social Psychology, pp. 193–281. McGraw-Hill, New York (1998)
Bogdanovych, A.: Virtual Institutions. Ph.D. thesis, Faculty of IT, University of Technology, Sydney (November 2007)
Debenham, J., Simoff, S.: Believable electronic trading environments on the web. In: Proceedings of the IEEE/WIC/ACM International Conference on Web Intelligence WI 2009, Milan, Italy, September 15-18, pp. 631–638. IEEE/WIC/ACM, IEEE (2009)
Faratin, P., Sierra, C., Jennings, N.: Using similarity criteria to make issue trade-offs in automated negotiation. Journal of Artificial Intelligence 142(2), 205–237 (2003)
Giménez, E., Godo, L., Rodríguez-Aguilar, J.A., Garcia, P.: Designing bidding strategies for trading agents in electronic auctions. In: Proceedings of the Third International Conference on Multi-Agent Systems (ICMAS 1998), pp. 136–143 (1998)
Gloor, P.A., Krauss, J., Nann, S., Fischbach, K., Schoder, D.: Web science 2.0: Identifying trends through semantic social network analysis. In: Proceedings of the International Conference on Computational Science and Engineering, pp. 215–222. IEEE Computer Society, Los Alamitos (2009)
Jennings, N., Faratin, P., Lomuscio, A., Parsons, S., Sierra, C., Wooldridge, M.: Automated negotiation: Prospects, methods and challenges. International Journal of Group Decision and Negotiation 10(2), 199–215 (2001)
Kalfoglou, Y., Schorlemmer, M.: IF-Map: An ontology-mapping method based on information-flow theory. In: Spaccapietra, S., March, S., Aberer, K. (eds.) Journal on Data Semantics I. LNCS, vol. 2800, pp. 98–127. Springer, Heidelberg (2003)
Kraus, S.: Negotiation and cooperation in multi-agent environments. Artificial Intelligence 94(1-2), 79–97 (1997)
Rosenschein, J.S., Zlotkin, G.: Rules of Encounter. The MIT Press, Cambridge (1994)
Sierra, C., Debenham, J.: Information-based agency. In: Huang, T.S., Nijholt, A., Pantic, M., Pentland, A. (eds.) ICMI/IJCAI Workshops 2007. LNCS (LNAI), vol. 4451, Springer, Heidelberg (2007)
Sierra, C., Jennings, N., Noriega, P., Parsons, S.: A Framework for Argumentation-Based Negotiation. In: Rao, A., Singh, M.P., Wooldridge, M.J. (eds.) ATAL 1997. LNCS, vol. 1365, pp. 177–192. Springer, Heidelberg (1997)
Simoff, S., Debenham, J.: Curious negotiator. In: Klusch, M., Ossowski, S., Shehory, O. (eds.) CIA 2002. LNCS (LNAI), vol. 2446, pp. 104–111. Springer, Heidelberg (2002)
Sondak, H., Neale, M.A., Pinkley, R.: The negotiated allocations of benefits and burdens: The impact of outcome valence, contribution, and relationship. Organizational Behaviour and Human Decision Processes (3), 249–260 (1995)
Valley, K.L., Neale, M.A., Mannix, E.A.: Friends, lovers, colleagues, strangers: The effects of relationships on the process and outcome of negotiations. In: Bies, R., Lewicki, R., Sheppard, B. (eds.) Research in Negotiation in Organizations, vol. 5, pp. 65–94. JAI Press, Greenwich (1995)
Zhang, D., Simoff, S.J., Debenham, J.K.: Exchange rate modelling for e-negotiators using text mining techniques. In: Lu, J., Ruan, D., Zhang, G. (eds.) E-Service Intelligence - Methodologies, Technologies and Applications, pp. 191–211. Springer, Heidelberg (2007)
Author information
Authors and Affiliations
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2010 Springer-Verlag Berlin Heidelberg
About this paper
Cite this paper
Debenham, J., Simoff, S. (2010). The Honourable Negotiator: When the Relationship Is What Matters. In: Li, J. (eds) AI 2010: Advances in Artificial Intelligence. AI 2010. Lecture Notes in Computer Science(), vol 6464. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-642-17432-2_35
Download citation
DOI: https://doi.org/10.1007/978-3-642-17432-2_35
Publisher Name: Springer, Berlin, Heidelberg
Print ISBN: 978-3-642-17431-5
Online ISBN: 978-3-642-17432-2
eBook Packages: Computer ScienceComputer Science (R0)