Abstract

In dynamic and complex negotiation environments, a negotiation agent can participate or quit negotiation at any time and can reach an agreement with more than one trading partner as the result of the existence of dynamic outside options. Thus, it’s important for a negotiation agent to make a decision on when to complete negotiation given the market dynamics. Rather than explicitly modelling all the trading partners, this work presents a new decision making strategy that an agent can use to determine when to complete negotiation based on a tractable Markov chain model of negotiation process. Results from a series of experiments suggest that our strategy in general achieved more favorable trading outcomes as compared with the general strategy. 6

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