The LOGIC negotiation model

Successful negotiators prepare by determining their position along five dimensions: Legitimacy, Options, Goals, Independence, and Commitment, (LOGIC). We introduce a negotiation model based on these dimensions and on two primitive concepts: intimacy (degree of closeness) and balance (degree of fairness). The intimacy is a pair of matrices that evaluate both an agent’s contribution to the relationship and its opponent’s contribution each from an information view and from a utilitarian view across the five LOGIC dimensions. The balance is the difference between these matrices. A relationship strategy maintains a target intimacy for each relationship that an agent would like the relationship to move towards in future. The negotiation strategy maintains a set of Options that are in-line with the current intimacy level, and then tactics wrap the Options in argumentation with the aim of attaining a successful deal and manipulating the successive negotiation balances towards the targe...

• Type: Conference
• Year: 2007
• Where: ATAL
• Authors: Carles Sierra, John K. Debenham
• Keywords: ATAL 2007, Current Intimacy Level, Intimacy, Target Intimacy