Reasoning and communicative strategies in a model of argument-based negotiation

Abstract

We are developing a model of negotiation in a natural language where the communicative goal of the initiator is to achieve the decision of the communication partner about doing a certain action. In order to make a decision, the partner starts a reasoning process, checking the existence of the needed resources as well as the positive and negative aspects of doing the proposed action. If the partner does not make the expected decision then arguments for and against of doing the action will be presented by the participants in the following communication. We discuss involvement of a reasoning model as well as communicative strategies and communicative tactics in the negotiation model. We consider how the partners can influence each other when reasoning in order to achieve their communicative goals. A limited version of the model of negotiation is implemented on the computer.