Time and Personality Dependent Behaviors for Agent Negotiation with Incomplete Information

Abstract

Finding adequate negotiation strategy with incomplete information, even in one to one negotiation, is a complex problem. Inspired from research works aiming to analyze human behavior and those on social negotiation psychology, integration of psychological aspects, with essential time parameter, is becoming necessary. For this purpose, first, one to one bargaining process, in which a buyer agent and a seller agent negotiate over single issue (price), is developed, where social and cognitive behaviors based on time (Faratin et al. 1998) and personality aspects are suggested. Second, experimental environments and measures, allowing a set of experiments, carried out for different negotiation deadlines, are detailed. Third, experimental results are analyzed with regard to time dependent behaviors. Results demonstrate that more increasing conciliatory aspects lead to increased agreement point (price) and decreased agreement time, and more increasing aggressive aspects lead to decreased agreement point and increased agreement time.