On the Study of Negotiation Strategies

  • Leila Amgoud
  • Souhila Kaci
Conference paper
Part of the Lecture Notes in Computer Science book series (LNCS, volume 3859)


The basic idea behind a negotiation is that the agents make offers that they judge “good” and respond to the offers made to them until a compromise is reached. The choice of the offer to propose at a given step in a negotiation dialogue is a strategic matter. In most works on negotiation dialogues, the agents are supposed to be rational, and thus propose and accept only the offers which satisfy all their goals. This strategy is very restrictive since in everyday life, it is difficult to find an offer which satisfies all the agent’s goals.

The aim of this paper is to propose less restrictive strategies than the one used in the literature. Those strategies are based not only on the goals and beliefs of the agents but also on their rejections. A three-layered setting is proposed. The properties of each strategy are given as well as a comparative study between these strategies.


Integrity Constraint Airline Company Restrictive Strategy Priority Degree Acceptable Offer 
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Copyright information

© Springer-Verlag Berlin Heidelberg 2006

Authors and Affiliations

  • Leila Amgoud
    • 1
  • Souhila Kaci
    • 2
  1. 1.Institut de Recherche en Informatique de Toulouse (I.R.I.T.)-C.N.R.S.Université Paul SabatierToulouse Cedex 4France
  2. 2.Centre de Recherche en Informatique de Lens (C.R.I.L.)-C.N.R.S. Lens CedexFrance

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