Problem Restructuring in Negotiation

Katia P. Sycara
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Katia P. Sycara: School of Computer Science, Carnegie Mellon University, Pittsburgh, Pennsylvania 15213

Management Science, 1991, vol. 37, issue 10, 1248-1268

Abstract: To achieve movement towards a negotiated settlement, it is often necessary to restructure the problem under negotiation. Problem restructuring can lead to changed perception of the issues by the parties, thus breaking deadlocks and increasing the parties' willingness to compromise. We present a framework and mechanisms for problem restructuring based on the goals and goal relationships of the negotiating parties as well as means of manipulating the parties' utility estimates. In addition, previous negotiations are a source of heuristic advice in the restructuring task. The restructuring approach has been implemented in the PERSUADER, a computer program that acts as a labor mediator in labor management disputes. To achieve its task, the PERSUADER negotiates separately with each party, company and union, to guide them in reaching agreement.

Keywords: negotiation; problem restructuring; persuasive argumentation; case-based reasoning; agent modeling; belief representation (search for similar items in EconPapers)
Date: 1991
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