QUALITATIVE REPRESENTATIONS OF NEGOTIATIONS - TUTORIAL ON A RULE-BASED APPROACH

This article introduces a logic-based approach for structuring and rep resenting negotiation problems and for supporting negotiators. It is a rgued that rule-based formalism allows for integrating decision-making aspects unique and specific to negotiations with general reasoning me chanisms based on rationality postulates. The discussion of the rule-b ased systems and its application to negotiation modeling and support i s preceded by an outline of qualitative and quantitative approaches to problem representation and reasoning, and an overview of predicate ca lculus. The advantages and disadvantages of rule-based systems and the ir ability to capture complex negotiation decision processes and reaso ning are also given.