Time and Personality Based Behaviors under Cognitive Approach to Control the Negotiation Process with Incomplete Information

Abstract

Finding the adequate negotiation strategy with incomplete information, even in one to one negotiation, is a complex problem. Inspired from research works aiming to analyze human behavior and those on social negotiation psychology, the integration of personality aspects, with the essential time parameter, is becoming necessary. For this purpose, first, one to one bargaining process, in which a buyer agent and a seller agent negotiate over single issue (price), is developed, where the basic behaviors based on time and personality aspects (conciliatory, neutral, and aggressive) are suggested. Second, a cognitive approach, based on the five-factor model in personality, is suggested to control the resulting time-personality behaviors with incomplete information. In fact, the five factors are the extraversion, the agreeableness, the conscientiousness, the neuroticism, and the openness to experience. Afterwards, experimental environments and measures, allowing a set of experiments are detailed. Results, concerning time-personality behaviors, demonstrate that more increasing conciliatory aspects lead to increased agreement point (price) and decreased agreement time, and more increasing aggressive aspects lead to decreased agreement point and increased agreement time. Finally, from a study case, of three different personalities corresponding to three different cognitive orientations, experimental results illustrate the promising way of the suggested cognitive approach in the control of the time-personality behaviors.