Restructurable Representations of Negotiation

Abstract

The paper introduces restructurable modelling of negotiation aimed at supporting decision situations with an evolving structure. The theoretical framework of such models is presented by means of a rule-based formalism. This framework encompasses both qualitative and quantitative models, and the use of multiple procedures for solving the negotiation problem, adjusting the solution, and restructuring the problem representation. A hypothetical example of a house purchase is given to illustrate the discussion. The implications of the study for future directions of research on negotiation modelling and support are presented.