ARTIFICIAL INTELLIGENCE
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1 ARTIFICIAL INTELLIGENCE AND NEGOTIATION Víctor Sánchez Anguix Social and Economic Computing 27 de Julio de 2011
2 FIRST PART ARTIFICIAL INTELLIGENCE AND NEGOTIATION?
3 Artificial Intelligence and Negotiation? What is artificial intelligence? Thinking Humanly Thinking Rationally Acting Humanly Acting Rationally [1] S. Russell, P. Novig. Artificial Intelligence: A modern approach. 3rd Edition. Pearson. 2010
4 Artificial Intelligence and Negotiation? What is negotiation? Negotiation is a process in which a joint decision is made by two or more parties. The parties first verbalize contradictory demands and then move towards agreement by a process of concession-making or search for new alternatives [2] Negotiation is a basic means of getting what you want from others. It is a back-and-forth communication designed to reach an agreement when you and the other side have some interests that are shared and others that are opposed [3] [2] D. G. Pruitt. Negotiation Behavior. Academic Press [3] R. Fisher, W. Ury, and B. Patton. Getting to yes: negotiating agreement without giving in. 2nd Edition. Penguin Group. 1981
5 Artificial Intelligence and Negotiation? Are both disciplines compatible? Yes!! Goal: Grant software with the capability to negotiate and understand negotiation processes Means: Computational negotiation models Preference/Utility Models Negotiation Protocol Negotiation Strategy
6 Artificial Intelligence and Negotiation? Synergies between both fields: Thinking Humanly Thinking Rationally Social Simulation Negotiation Support Systems E-marketplaces: Automated Negotiation Acting Humanly Acting Rationally
7 Artificial Intelligence and Negotiation? E-marketplaces: Automated Negotiation Thinking Rationally & Acting Rationally Goal: Optimality according to the available information Pareto Optimality Nash Bargaining Point Examples: Ebay, Amazon, etc Approaches: Algorithmic Game Theory Bounded Rationality Approaches & Heuristics Mechanism Design
8 Artificial Intelligence and Negotiation? Social Simulation Thinking Humanly & Acting Humanly Goal: Mimick human behavior to provide predictions Emotions, cultural factors, social identity theory, etc. Examples: Supply chain simulation Uses: Pilot experiments Train real negotiators Predict the effect of new environmental conditions
9 Artificial Intelligence and Negotiation? Negotiation Support Systems All-rounder! Goal: Support one/all parties to reach an efficient agreement Examples: AutoMed, Persuader Approaches: Enforcement/Recommendation Best Response Mechanism Reasoning about the opponent
10 SECOND PART CURRENT PROJECTS
11 Current Projects Work in progress: Thinking Humanly Thinking Rationally E-marketplaces for Negotiation Teams E-marketplaces for farming cooperatives Cultural Factors in Negotiation Teams Acting Humanly Acting Rationally
12 Current Projects E-Marketplaces for Negotiation Teams Thinking Rationally & Acting Rationally Electronic marketplace for groups (e.g., travelling friends, customer coalitions, etc) Scenario: 1NT vs 1 Opponent We propose 4 different team dynamics and study (experimentally) their optimality in different environments Partners:
13 Current Projects E-Marketplaces for Farming Cooperatives (early stages) Thinking Rationally & Acting Rationally Get closer cooperatives and consumers Take into account cooperative members interests Partners:
14 Current Projects Cultural Factors in Negotiation Teams Thinking Humanly & Acting Humanly Computational models: How cultural factors affect team dynamics Cultural Factors based on Hofstede s work Power Distance Individualism/Collectivism Partners:
15 THIRD PART BIBLIOGRAPHY
16 Bibliography General Artificial Intelligence: S. Russell, P. Novig. Artificial Intelligence: A modern approach. 3rd Edition. Pearson Y. Shoham, K. Leyton-Brown. Multiagent Systems: Algorithmic, Game-Theoretic, and Logical Foundations. Cambridge Press Negotiation: D. G. Pruitt. Negotiation Behavior. Academic Press R. Fisher, W. Ury, and B. Patton. Getting to yes: negotiating agreement without giving in. 2nd Edition. Penguin Group H. Raiffa. The Art and Science of Negotiation. Harvard University Press D. Pruitt, J. Rubin, S. H. Kim. Social conflict: Escalation, Stalemate, and Settlement. McGraw-Hill Automated Negotiation: N.R. Jennings, P. Faratin, A. R. Lomuscio, S. Parsons, C. Sierra, and M. Wooldridge. Automated Negotiation: Prospects, Methods and Challenges. Group Decision and Negotiation Journal F. Lopes, M. Wooldridge, and A. Q. Novais. Negotiation among autonomous computational agents: principles, analysis and challenges. Artificial Intelligence Review (2008) S. Kraus. Negotiation and Cooperation in Multi-Agent Environments. Artificial Intelligence (1997) A. R. Lomuscio, M. Wooldridge, and N. R. Jennings. A classification scheme for negotiation in electronic commerce. Group Decision and Negotiation Journal
17 Bibliography Social Simulation: G. J. Hofstede, C. M. Jonker, and T. Verwaart. Cultural Differentiation of Negotiating Agents. Group Decision and Negotiation Journal Negotiation Support Systems: K. P. Sycara. Machine Learning for intelligent support of conflict resolution. Decision Support Systems M. Chalamish, and S. Kraus. AutoMed: an automated mediator for multi-issue bilateral negotiations Negotiation Teams: V. Sanchez-Anguix, V. Julian, V. Botti, and A. Garcia-Fornes. Analyzing Intra-Team Strategies for Agent-Based Negotiation Teams. 10th International Conference on Autonomous Agents and Multiagent Systems (AAMAS 2011) L. Thompson, E. Peterson, and S. Brodt. Team Negotiation: An examination of integrative and distributive bargaining. Journal of Personality and Social Psychology Cultural Factors: M. Gelfand, and J. Brett. The Handbook of Negotiation and Culture. Stanford Business Books G. Hofstede. Culture s consequences, comparing values, behaviors, institutions, and organizations across nations. Sage Publications. 2001
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