A multi-demand negotiation model based on fuzzy rules elicited via psychological experiments

Abstract

This paper proposes a multi-demand negotiation model that takes the effect of human users’ psychological characteristics into consideration. Specifically, in our model each negotiating agent's preference over its demands can be changed, according to human users’ attitudes to risk, patience and regret, during the course of a negotiation. And the change of preference structures is determined by fuzzy logic rules, which are elicited through our psychological experiments. The applicability of our model is illustrated by using our model to solve a problem of political negotiation between two countries. Moreover, we do lots of theoretical and empirical analyses to reveal some insights into our model. In addition, to compare our model with existing ones, we make a survey on fuzzy logic based negotiation, and discuss the similarities and differences between our negotiation model and various consensus models.