Vidal's library
Title: Integrative Negotiation Among Agents Situated in Organizations
Author: Xiaoqin Zhang, Victor Lesser, and Tom Wagner
Journal: IEEE Transactions on Systems, Man and Cybernetics, Part C
Volume: 36
Number: 1
Pages: 19--30
Year: 2006
DOI: 10.1109/TSMCC.2005.860572
Abstract: This paper addresses the problem of negotiation in a complex organizational context. An integrative negotiation mechanism is introduced, which enables agents to dynamically select a negotiation attitude based on the degree of external directedness. Experimental work explores the question of whether it always improves the organization's social welfare to have an agent be completely externally directed when negotiating and making choices. Results show that there are situations in which it is better for the organization if agents are partially externally directed in their negotiations with other agents rather than completely externally directed. The paper discusses the driving factors behind this unexpected result.



@Article{zhang06a,
  author =	 {Xiaoqin Zhang and Victor Lesser and Tom Wagner},
  title =	 {Integrative Negotiation Among Agents Situated in
                  Organizations},
  journal =	 {{IEEE} Transactions on Systems, Man and Cybernetics,
                  Part {C}},
  year =	 2006,
  volume =	 36,
  number =	 1,
  pages =	 {19--30},
  abstract =	 {This paper addresses the problem of negotiation in a
                  complex organizational context. An integrative
                  negotiation mechanism is introduced, which enables
                  agents to dynamically select a negotiation attitude
                  based on the degree of external
                  directedness. Experimental work explores the
                  question of whether it always improves the
                  organization's social welfare to have an agent be
                  completely externally directed when negotiating and
                  making choices. Results show that there are
                  situations in which it is better for the
                  organization if agents are partially externally
                  directed in their negotiations with other agents
                  rather than completely externally directed. The
                  paper discusses the driving factors behind this
                  unexpected result.},
  doi = 	 {10.1109/TSMCC.2005.860572},
  url = 	 {http://jmvidal.cse.sc.edu/library/zhang06a.pdf},
  keywords = 	 {multiagent negotiation}
}
Last modified: Wed Mar 9 10:16:35 EST 2011