Negotiating with Experience

Wai Yat Wong, Dong Mei Zhang, and Mustapha Kara-Ali

Current E-Commerce trading systems which look at electronic negotiation facilities usually uses predefined and non-adaptive negotiation mechanisms [Maes, et. al. 1999]. This paper presents a negotiation framework which applies Case-Based Reasoning(CBR) techniques to capture and reuse previously successful negotiation experiences. This experience based negotiation framework provides adaptive negotiation strategies that can be generated dynamically and are context-sensitive. We illustrate this framework in the used car trading domain and have developed a web-based negotiation module for used-car trading. This paper begins by describing our formulation for negotiation, our CBR approach within negotiation framework and our representation of each negotiation case pertaining to the used car trading domain. It focuses on our methodologies to match and re-use similar negotiation experience. It also presents the software architecture, design and implementation of our web-based used-car trading module. We believe that our experience based negotiation framework will enhance the negotiation skills and performance of current trading agents.

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