Studying the Impact of Negotiation Environments on Negotiation Teams' Performance

Victor Sanchez-Anguix, Vicente Julian, Vicente Botti, Ana Garcia-Fornes

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    19 Citations (Scopus)
    58 Downloads (Pure)


    In this article we study the impact of the negotiation environment on the performance of several intra-team strategies (team dynamics) for agent-based negotiation teams that negotiate with an opponent. An agent-based negotiation team is a group of agents that joins together as a party because they share common interests in the negotiation at hand. It is experimentally shown how negotiation environment conditions like the deadline of both parties, the concession speed of the opponent, similarity among team members, and team size affect performance metrics like the minimum utility of team members, the average utility of team members, and the number of negotiation rounds. Our goal is identifying which intra-team strategies work better in different environmental conditions in order to provide useful knowledge for team members to select appropriate intra-team strategies according to environmental conditions.

    Publisher Statement: NOTICE: this is the author’s version of a work that was accepted for publication in Information Sciences. Changes resulting from the publishing process, such as peer review, editing, corrections, structural formatting, and other quality control mechanisms may not be reflected in this document. Changes may have been made to this work since it was submitted for publication. A definitive version was subsequently published in Information Sciences, [219, (2017)] DOI: 10.1016/j.ins.2012.07.017

    © 2017, Elsevier. Licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International
    Original languageEnglish
    Pages (from-to)17-40
    Number of pages24
    JournalInformation Sciences
    Publication statusPublished - 2013


    • Negotiation team
    • Agreement technology
    • Automated negotiation
    • Collective decision making
    • Multi-agent system


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