Papers

Advances in Negotiation Theory: Bargaining, Coalitions and Fairness

Author(s): Carlo Carraro, Carmen Marchiori, Alessandra Sgobbi

Summary:
Discusses the classical theory of negotiation (bilateral, single issue, complete information) Rubinstein alternating offer game. The paper then goes on to discuss multi-player, multi-issue particularly sequential bidding with bargaining agendas, bargaining in stochastic environment and repeated bargaining. Also goes into coalition forming and “fairness” (however not very relevent for discount factors).

Multi-issue Negotiation with Deadlines

Author(s): Shaheen Fatima, Michael Wooldridge, Nicholas Jennings

Summary:
Give a brief description of the bilaterla negotiation looking at time constraints (deadline as well as discount factors) Discusses different procedures e.g. package deal (which is my focus), simaltaneous, sequential. In section 3 it discusses the equilibrium in the different procedures and presents theroem s with proofs. In section 4 it discusses a little bit about uncertainty where the utility of the opponent is unknown to the agent.

IAMHAGGLER: A Negotiation Agent for Complex Environment

Author(s): Colin Williams, Valentin Robu, Enrico Gerding, Nicholas Jennings

Summary:
This paper gives a brief description of the strategy and methods the IAMHAGGLER uses. It uses the discount factor to calculate an estimated utility of the opponent. With the use of the discount factor (and other formulas) IAMHAGGLER is able to predict the maximum possible discounted utility at a given time t and si able to determine what sort bid the agent should offer at any given time t. IAMHAGGLER makes a distinction between ordered and unordered issues. With unordered issues it uses baysean learning (choosing an iso-utility space, which is the same as a threshold range for the bids).

Benefits of Learning in Negotiation

Author(s): Dajun Zeng, Katia Sycara

Summary:
Looks at the idea of learning with in a sequential decision making protocol. They created a protocol called BAZAAR. Lays focus also on the learning of reservation value and how that can be benefitial by creating a better bid exchange (less bids exchanged before agreement is made) and a better joint utility.

The Impact of Time Pressure Negotiation: A Meta-Analysis

Author(s): Alice Stuhlmacher, Treena Gillepie, Matthew Champange

Summary:
This Paper combines the results of various studies in the domain of negotiation and time pressure, looking at the effect that time pressure has on the negotiation process. Specifically the outcome (the speed of), agent strategy. It also briefly presents potential moderators of pressure effects. They used different methods to moderate or simulate time pressure (e.g. deadlines, incentives, etc). They choose different experiments classifying them based on criteria like, type of conflict, they type of pressure, etc. Also they provide an evaluation of the different mediators and how they effect the negotiation process.

A Negotiation Model of Incomplete Information Under Time Constraints

Author(s): Cao Da-Jun, Xu Liang-Xian

Summary: This paper presents a bargaining model based on the more general model for negotiation of alternating offers. They present what the equilibrium combination for the bargaining model is. The tested their model through experimental evaluation.

Approximate and Online Multi Issue Negotiation

Author(s): Shahee Fatima, Michael Wooldridge, Nicholas Jennings

Bargining with Deadlines

Author(s): Rumas Sandholm, Nir Vulkan

Bargaining with incomplete information

Author(s):Shaheen Fatima, Michael Wooldridge, Nicholas Jennings

Effect if Revealing final deadline on Negotiation Outcomes

Authors:

Multi Issue Negotiation under time constraints

Author(s): Shaheen Fatima, michael wooldridge, Nicholas Jennings

On Efficient Procedures for Multi-issue Negotiation

Author(s): Shaheen Fatima, Michael Wooldridge, Nicholas Jennings

Optimal Negotiation Strategies for agents with Incomplete Information

Author(s): Shaheen Fatima, Michael Wooldridge, Nicholas Jennings

The Deadline Effect in Bargaining: Some Experimental Evidence

Author(s): Alvin Roth, Kieth Murnighan, Francoise Schoumaker

Impact of Time Pressure and Information on Negotiation Process and Decisions

Author(s): Alice Stuhlmacher, Matthew Champagne

Summary: This paper describes an experiment where they manipulated the time pressure as well as the information about the agents. They made certain hypothesis about the effects of the time pressure and information and tested these. They created a negotiation scenario where a participant negotiates with an agent, about a job at a restaurant. The looked at the target agreement the participant specified before the negotiation process, the first offer made. Whether the strategies changed, concession rate, inconstant offers (where the offer has a higher utility than the previous offer).

The Unexpected Benefits of Final Deadlines in Negotiation

Author(s): Din Moore

Effects of Time Pressure and accountabiliyu to constituents on Negotiation

Author(s): Igor Mosterd, Christel Rutte

Testing The Negative Effect of Time Pressure in Retail Supply Chain Relationship

Author(s): Rodney Thomas, Terry Esper, Theodore Stank

Time Pressure in Acquisition Negotiation: Its determinants and effect on parites negotiation behavior

Author(s): Marmen Saorin-Iborra

Ultimatum Deadlines

Author(s): Wenjie Tang, Niel Bearden, Ilia Tsetlin

Negotiations with Incomplete Information Under Time Pressure

Author(s): Door Martin Schilling

Time Pressure and closing of the mind in Negotiation

Author(s): Carsten De Dreu

Noncooperative Models Of Bargaining

Author(s): Binmore, K. and Osborne, M.J. and Rubinstein, A.

Bargaining and Markets (Economic Theory, Econometrics, and Mathematical Economics)

Author(s): Osborne, Martin J. and Rubinstein, Ariel

Perfect Equilibrium in a Bargaining Model

Author(s): Rubinstein, Ariel

Time Pressure and the Development of Integrative Agreements in Bilateral Negotiation

Author(s): Peter Carnevale, Edward Lawler

Time Pressure in Negotiation and Mediation

Author(s): Peter Carnevale, Kathleen O’Conner, Christopher McCusker

Oligopoly Bargaining: Effects of Agreement Pressure and Opponent Strategies

Author(s): James Esser, Michael Calvillo, Michael Scheel, James Walker

The effect of externally set goals on reaching integrative agreements in competitive markets

Author(s): Margaret A. Neale, Max H. Bazerman

The effect of time pressure, time elapsed, and the opponent's concession rate on behavior in negotiation

Author(s): Dean G. Pruitt and Julie Latané Drews

The Effects of Time Pressure and Issue Settlement Order on Integrative Bargaining

Author(s): Gary A. Yukl, Michael P. Malone, Bert Hayslip and Thomas A. Pamin

Saving the Worst for Last:The Effect of Time Horizin on Efficienct of nefotiating benefits and burdens

Author(s): Gerardo A. Okhuysen, Adam D. Galinsky, and Tamara A. Uptigrove

Agent behaviors in virtual negotiation environments

Author(s): Krovi, R. Graesser, A.C. Pracht, W.E,

Is Time on your Side: An examination of six Dimension of Time from Negotiation and Relational Perspective

Author(s): Larry Jacobson

A further examination of the selection of problem-solving strategies: The effects of deadlines and analytic aptitudes

Author(s): Jay J. J. Christensen-Szalanski

When Time Is Money: Decision Behavior under Opportunity-Cost Time Pressure

Author(s): JOHN W. PAYNE AND JAMES R. BETTMAN

When Time Is Money: Decision Behavior under Opportunity-Cost Time Pressure

Author(s): AE Roth, JK Murnigha

Decisions under time pressure: How time constraint affects risky decision making

Author(s): L Ordonez

A discounting model for decisions with delayed positive or negative outcomes

Author(s): MK Stevenson

Change of preferences under time pressure: choices and judgements

Author(s): O Svenson, A Edland

The Effects of Perceived Ability and Impartiality of Mediators and Time Pressure on Negotiation

Author(s):David Brookmire, Frank Sistrunk

Effects of Bargaining strategy and pressure to reach an agreement in a stalemate negotiation

Author(s): Clay Hamner

The influence of reward magnitude, opening bid and concession rate on profit earned in a managerial negotiation game

Author(s): Bernard Hinton, Clay Hamner, Michael Pohlen

Effects of pressures to reach agreement in bargaining

Author(s): Komorita

Phases, deadlines, and the bargaining process

Author(s): Lim, Stephen Ghee-Soon; Murnigham, J. Keith

Determinants of Compromising Behavior in Negotiation: A Meta-Analysis

Author(s): Daniel Druckman

Using Final Deadlines Strategically in Negotiation

Author(s): Francesca Gino, Don Moore

Judgment and decision making under time pressure: Studies and findings

Author(s): A Edland, O Svenson

Componential investigation of the effect of deadline on individual decision making

Author(s): J maule, P Mackie

Matching and mismatching: The effect of own limit, other's toughness, and time pressure on concession rate in negotiation

Author(s): DL Smith, DG Pruitt