An artificial negotiating agent modeling approach embedding dynamic offer generating and cognitive layer

Abstract In this paper, a dynamic offer generating unit and cognitive layer are suggested for artificial agents based negotiation systems. For this purpose, first, adaptive time and behavior dependent tactics are developed taking advantages from time continuity and dynamics aspects (features) integrated in their modeling. Then, a negotiation strategy (bilateral over single issue) based on these two tactics is suggested. Second, a cognitive negotiation model for a negotiator agent is developed using Win–Lose and Win–Win orientations which will be formed based on personality factors. Afterwards, an experimental validation is conducted for testing applicability of time dependent tactics, the effect of offering time, and the effect of cognitive orientations (Win–Lose and Win–Win) on final negotiation outcomes. The results prove the applicability of the suggested time and behavior dependent tactics as well as the proposed cognitive negotiation model.

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