fundamental attribution error. It is applied to a bargaining problem, thereby revealing a deceptive tactic that is hard to explain …

In this paper we present a multi-attribute negotiation mechanism for electronic commerce which is based on a … desired values on the attributes and a reservation point that represents the minimal values required. The negotiation … mechanism uses an English reverse auction protocol and leads the negotiation to the buyer’s aspiration point by providing a …

- nomics. One of the main challenges in this area is the high complexity of negotiation. In particular, the complexity of the … the complexity of negotiation by exploiting structural properties of the utility functions used by agents to model their … allow for drastically simplified negotiation processes. …

negotiation protocol may prevent the system from converging to a socially optimal allocation in the general case. This paper …

In this paper, we study a framework where allocations of goods result from distributed negotiation conducted by … different negotiation protocols over the outcomes of such negotiation. We first discuss a number of negotiation protocols. By …

equal to the stock market price. The purpose of this paper is to underline the importance of a process of negotiation … price of the stock in the market. The existence of a process of negotiation between shareholders and managers leading to a …

decreases the downstream industry profit, but improves the upstream firm's negotiation position. In particular, the upstream … firm is better off encouraging competition when the downstream firms have high bargaining power. We derive implications on …

role fixed cost plays. Two approaches are examined: the Nash bargaining solution, involving two countries, and the … of the threat point of negotiations, however, also plays a crucial role. As concerns global abatement, the two countries …

agreement. We next analyze the agreement which will be signed by both countries using the generalized Nash bargaining solution …