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A Knowledge Based System of Principled Negotiation for Complex Business Contract

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Knowledge Science, Engineering and Management (KSEM 2013)

Part of the book series: Lecture Notes in Computer Science ((LNAI,volume 8041))

Abstract

Automated negotiation systems can do better than human being in many aspects, and thus are applied into many domains ranging from business to computer science. However, little work about automating negotiation of complex business contract has been done so far although it is a kind of the most important negotiation in business. In order to address this issue, in this paper we developed an automated system for this kind of negotiation. This system is based on the principled negotiation theory, which is the most effective method of negotiation in the domain of business. The system is developed as a knowledge-based one because a negotiating agent in business has to be economically intelligent and capable of making effective decisions based on business experiences and knowledge. Finally, the validity of the developed system is shown in a real negotiation scenario where on behalf of human users, the system successfully performed a negotiation of a complex business contract between a wholesaler and a retailer.

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Author information

Authors and Affiliations

  1. Institute of Logic and Cognition, Sun Yat-sen University, Guangzhou, China

    Xudong Luo

  2. School of Computing, University of Kent, Kent, UK

    Kwang Mong Sim

  3. School of Engineering and Applied Science, Aston University, Birmingham, UK

    Minghua He

Authors
  1. Xudong Luo
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  2. Kwang Mong Sim
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  3. Minghua He
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Editor information

Editors and Affiliations

  1. Faculty of Management and Economics, Dalian University of Technology, 116023, Dalian, China

    Mingzheng Wang

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Luo, X., Sim, K.M., He, M. (2013). A Knowledge Based System of Principled Negotiation for Complex Business Contract. In: Wang, M. (eds) Knowledge Science, Engineering and Management. KSEM 2013. Lecture Notes in Computer Science(), vol 8041. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-642-39787-5_22

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  • DOI: https://doi.org/10.1007/978-3-642-39787-5_22

  • Publisher Name: Springer, Berlin, Heidelberg

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  • Online ISBN: 978-3-642-39787-5

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