Full Seminar Details
Prof. Carles Sierra
Institute of Research on Artificial Intelligence of the Spanish Council for Scientific Research
This event took place on Tuesday 20 February 2007 at 11:30
Successful negotiators prepare by determining their position along five dimensions: Legitimacy, Options, Goals, Independence, and Commitment, (LOGIC). We introduce a negotiation model based on these dimensions and on two primitive concepts: intimacy (degree of closeness) and balance (degree of fairness). The intimacy is a pair of matrices that evaluate both an agent's contribution to the relationship and its opponent's contribution each from an information view and from a utilitarian view across the five LOGIC dimensions.
The balance is the difference between these matrices. A relationship strategy maintains a target intimacy for each relationship that an agent would like the relationship to move towards in future. The negotiation strategy maintains a set of Options that are in-line with the current intimacy level, and then tactics wrap the Options in argumentation with the aim of attaining a successful deal and manipulating the successive negotiation balances towards the target intimacy.
Download PDF presentation slides (zip format, 217kb)
Maven of the Month
We are also inviting top experts in AI and Knowledge Technologies to discuss major socio-technological topics with an audience that comprises both members of the Knowledge Media Institute, as well as the wider staff at The Open University. Differently from our seminar series, these events follow a Q&A format.
