A Strategic Negotiations Model with Applications to an International Crisis (1993)
| Venue: | IEEE Transactions on Systems, Man, and Cybernetics |
| Citations: | 16 - 5 self |
BibTeX
@ARTICLE{Kraus93astrategic,
author = {Sarit Kraus and Jonathan Wilkenfeld},
title = {A Strategic Negotiations Model with Applications to an International Crisis},
journal = {IEEE Transactions on Systems, Man, and Cybernetics},
year = {1993},
volume = {23}
}
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Abstract
The area of automated negotiation has been of particular interest in AI due to the important role negotiations play in facilitating understanding and the achievement of cooperation among entities with differing interests, whether they be individuals, organizations, governments, or automated agents. This paper presents a strategic model for negotiation of alternative offers, with specific application to international crises. In this model, both players can opt out, and while one loses over time, the other gains (up to a point). Specific issues are: conflicting objectives and utility functions of parties and the impact of time on bargaining behavior in crisis. The general model has relevance to the hostage crisis from which it was built, and subsequent applicability in building an automated negotiation agent for experimental and training purposes. This material is based upon work supported in part by the National Science Foundation under Grant No. IRI-9123460. Part of this work was co...
