@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}
}