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...be endogenous to the negotiation (e.g. fear that the other may abuse this information to get a better deal) or exogenous (e.g. privacy concerns). In classical multi-attribute-utility theory (see e.g. =-=[19,25,26]-=-), the solution proposed is the use of an independent mediator, which both parties can trust to reveal their preferences. The problem with this approach in an electronic or open system setting is that...

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...cially useful in the case of multi-attribute negotiations, where the agents have an incentive to cooperate in order to search for an outcome that brings joint gains for both parties. As shown by Ref. =-=[28]-=-, such negotiations represent non-zero sum games, where “as values shift along multiple directions it is possible for both parties to be better off”. In these settings, agents often care about equity ...

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...hift along multiple directions it is possible for both parties to be better off”. In these settings, agents often care about equity and social welfare, and not only about their own individual utility =-=[10]-=-. Examples where such cases may arise are: business process management involving agents within the same organization [10] or e-commerce negotiations where the seller is interested in having a satisfie...

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...cessive bids, which should prevent situations where one party makes all the concessions. However, in designing any distributed mechanism, the problem incentive compatibility remains a challenging one =-=[8]-=- and formal proofs of the truth-revelation properties of the proposed negotiation protocol was outside the scope of this work. 5 Discussion In this section, we provide an overview existing work on neg...

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...atform, build at the Vrije Universiteit, Amsterdam [4]. However, the conceptual negotiation model presented in Sect. 2 is platform independent. In fact, after the publication of our original research =-=[15,17]-=-, a negotiation model conceptually very similar to ours, but implemented in themore commercial JavaAglets platformwas presented in Ref. [29]. This section first discusses the experimental set-up used ...

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...ystem In Ref. [16], a design for a generic multi-agent model for brokering is introduced based on a Generic Agent Model GAM that was developed using the componentbased agent design method DESIRE (see =-=[4]-=-). Themulti-agent system in which the negotiationmodels can and have been applied consists of the following types of agents, see Fig. 1: Human Buyers, Human Dealers, Buyer Representative agents, Deale...

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...in future electronic markets that transcend the selling of uniform goods [20,31]. Suggested applications range from modeling interactions between customers and merchants in retail electronic commerce =-=[13]-=-, to the online sale of information goods [24], or reducing operational procurement costs of large companies [1]. Such technologies could prove especially useful in the case of multi-attribute negotia...

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...valued issues that involves choosing an offer on the iso-utility (or “indifference”) curve that is closest to the best counter-offer made by the opponent in the previous negotiation round. Luo et al. =-=[23]-=- look at the multi-issue negotiation problem in semi-cooperative environments, and propose a solution based on fuzzy constraint reasoning. Brzostowski and Kowalczyk [5] study a related problem to mult...

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...bscripts BS and BO continue to denote the self (own) bid and the other’s bid, respectively. For the ease aspect the following formula is used: TEU = EUBS + ECS (10) ECS = βE(1 − µE/EUBS)(EUBO − EUBS) =-=(11)-=- In this formula βE is the negotiation speed factor for the ease part, and µE is the minimal ease utility. It is important to point out that this is the overall target ease utility for the entire bid....

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...be endogenous to the negotiation (e.g. fear that the other may abuse this information to get a better deal) or exogenous (e.g. privacy concerns). In classical multi-attribute-utility theory (see e.g. =-=[19,25,26]-=-), the solution proposed is the use of an independent mediator, which both parties can trust to reveal their preferences. The problem with this approach in an electronic or open system setting is that...

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...negotiation: cooperative negotiation can be seen as a decision-making process of resolving a conflict involving two or more parties over multiple interdependent, but non-mutually exclusive goals, cf. =-=[22]-=-. 2.2 A Brokering System In Ref. [16], a design for a generic multi-agent model for brokering is introduced based on a Generic Agent Model GAM that was developed using the componentbased agent design ...

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...be endogenous to the negotiation (e.g. fear that the other may abuse this information to get a better deal) or exogenous (e.g. privacy concerns). In classical multi-attribute-utility theory (see e.g. =-=[19,25,26]-=-), the solution proposed is the use of an independent mediator, which both parties can trust to reveal their preferences. The problem with this approach in an electronic or open system setting is that...

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...e selling of uniform goods [20,31]. Suggested applications range from modeling interactions between customers and merchants in retail electronic commerce [13], to the online sale of information goods =-=[24]-=-, or reducing operational procurement costs of large companies [1]. Such technologies could prove especially useful in the case of multi-attribute negotiations, where the agents have an incentive to c...

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...ave, however, also considered the case when humans propose their own bids against software agents — and we tested the system using an experimental economics type of approach (also put forward in Ref. =-=[6]-=-). The full results are outside the scope of this paper, and they have been comprehensively reported elsewhere [2,3]. Here we provide only a brief synopsis of the results, interested readers being ask...

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...e of interest in negotiation technologies, seen as a key coordination mechanism for the interaction of providers and consumers in future electronic markets that transcend the selling of uniform goods =-=[20,31]-=-. Suggested applications range from modeling interactions between customers and merchants in retail electronic commerce [13], to the online sale of information goods [24], or reducing operational proc...

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...ch are taken as values between 0 and 1, in the model, by division by 100). The weights wj are relative importance factors based on the importance factors pk for the different attributes: wj = pj/kpk =-=(2)-=- The importance factors for each attribute pj (between 0 and 100) are also specified by the user (owner) of the agent through an interface. Formula (2) insures that the sum of the attribute importance...

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...atform, build at the Vrije Universiteit, Amsterdam [4]. However, the conceptual negotiation model presented in Sect. 2 is platform independent. In fact, after the publication of our original research =-=[15,17]-=-, a negotiation model conceptually very similar to ours, but implemented in themore commercial JavaAglets platformwas presented in Ref. [29]. This section first discusses the experimental set-up used ...

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...the system using an experimental economics type of approach (also put forward in Ref. [6]). The full results are outside the scope of this paper, and they have been comprehensively reported elsewhere =-=[2,3]-=-. Here we provide only a brief synopsis of the results, interested readers being asked to refer to the above references for the full model. The negotiation model has been tested extensively involving ...

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...e of interest in negotiation technologies, seen as a key coordination mechanism for the interaction of providers and consumers in future electronic markets that transcend the selling of uniform goods =-=[20,31]-=-. Suggested applications range from modeling interactions between customers and merchants in retail electronic commerce [13], to the online sale of information goods [24], or reducing operational proc...

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...nformation goods. A novel derivative-follower Pareto search strategy is proposed, in order to search for optimal bundles in the space of the agent’s ISO-utility lines. In related work, Lai et al. ’06 =-=[21]-=- propose a system for multi-issue negotiation which is 250 Auton Agent Multi-Agent Syst (2007) 15:221–252 based on minimizing the perceived distance between the opponent’s previous offer and the agent...

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...fuzzy constraint reasoning. Brzostowski and Kowalczyk [5] study a related problem to multi-issue negotiation: that of selection of negotiation partners, based on possibilistic methods. Dang and Huhns =-=[9]-=- study agent-mediated, multi-issue negotiation, in the context of internet-based service provision. Hemaissia et al. [14] propose a multi-issue negotiation model for another setting: that of distribut...

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...more recent work, Coehoorn and Jennings [7] extend the model proposed by Faratin et al. [10], with a method to learn opponent preference weights, based on kernel density estimation. Somefun et al.’03 =-=[30]-=- propose a system for bilateral negotiation over bundles of information goods. A novel derivative-follower Pareto search strategy is proposed, in order to search for optimal bundles in the space of th...

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...om modeling interactions between customers and merchants in retail electronic commerce [13], to the online sale of information goods [24], or reducing operational procurement costs of large companies =-=[1]-=-. Such technologies could prove especially useful in the case of multi-attribute negotiations, where the agents have an incentive to cooperate in order to search for an outcome that brings joint gains...

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... In fact, after the publication of our original research [15,17], a negotiation model conceptually very similar to ours, but implemented in themore commercial JavaAglets platformwas presented in Ref. =-=[29]-=-. This section first discusses the experimental set-up used in testing the model presented in Sect. 2. Following, a full example trace is presented for the implementation. Finally the aggregate experi...

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...can be seen as a decision-making process of resolving a conflict involving two or more parties over multiple interdependent, but non-mutually exclusive goals, cf. [22]. 2.2 A Brokering System In Ref. =-=[16]-=-, a design for a generic multi-agent model for brokering is introduced based on a Generic Agent Model GAM that was developed using the componentbased agent design method DESIRE (see [4]). Themulti-age...

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...butes is shared between parties and when the negotiations are too short to reliably deduce (“guess”) this information. The second option, in which the seller does use opponent modeling was introduced =-=[27]-=- in order to improve the Pareto-efficiency of the reached agreements (this is presented in Sect. 3.9). In this case, the Opponent’s (i.e. negotiation partner’s) preference weights are taken into accou...

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... negotiation round. Luo et al. [23] look at the multi-issue negotiation problem in semi-cooperative environments, and propose a solution based on fuzzy constraint reasoning. Brzostowski and Kowalczyk =-=[5]-=- study a related problem to multi-issue negotiation: that of selection of negotiation partners, based on possibilistic methods. Dang and Huhns [9] study agent-mediated, multi-issue negotiation, in the...

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...lection of negotiation partners, based on possibilistic methods. Dang and Huhns [9] study agent-mediated, multi-issue negotiation, in the context of internet-based service provision. Hemaissia et al. =-=[14]-=- propose a multi-issue negotiation model for another setting: that of distributed crisis management. The line of research of Klein et al. [18] is continued in Ref. [19] for domains in which issue depe...

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...“qualitative”) evaluation is different. In Ref. [10], this consists of fuzzy value labels, while in our model it is a partial ordering of attribute weights. In more recent work, Coehoorn and Jennings =-=[7]-=- extend the model proposed by Faratin et al. [10], with a method to learn opponent preference weights, based on kernel density estimation. Somefun et al.’03 [30] propose a system for bilateral negotia...

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...ulti-Agent Syst (2007) 15:221–252 249 In contrast, our approach uses explicit knowledge to determine the attributes of a new bid, which makes it more transparent and better explainable. Fatima et al. =-=[12]-=-, present a model for bilateral multi-attribute negotiation, where attributes are negotiated sequentially. The issue studied is the optimal agenda for such a negotiation under both incomplete informat...

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...ext of internet-based service provision. Hemaissia et al. [14] propose a multi-issue negotiation model for another setting: that of distributed crisis management. The line of research of Klein et al. =-=[18]-=- is continued in Ref. [19] for domains in which issue dependencies influence the overall utility of a bid. Klein at al. [18] show that there is no guaranteed efficient method that an agent can use to ...