Negotiation Tactics Clause Samples

Negotiation Tactics. This section describes two classes of tactics, called opening negotiation and concession tactics. Opening negotiation tactics specify a proposal to submit at the beginning of negotiation. Let IFPSik and IAPSik be the sets of feasible and acceptable proposals of agi, respectively. Let INAPSik=IFPSik–IAPSik. Let Vpropikh be the score of proposal propikh∈IAPSik. Let Aprop0ikh be the set of initial aspirations of agi for issues in propikh and VAprop0ikh be the score of Aprop0ikh. Let Difikh=⏐Vpropikh–VAprop0ikh⏐. Similarly, let Vpropikh+1 be the score of proposal propikh+1∈INAPSik. Let Aprop0ikh+1 be the set of initial aspirations of agi for issues in propikh+1 and VAprop0ikh+1 be the score of Aprop0ikh+1. Let Difikh+1=⏐Vpropikh+1–VAprop0ikh+1⏐. We consider three tactics: 1. starting optimistic – specifies the proposal propik1 with the highest score; 2. starting realistic – specifies either: (i) proposal propikh with the lowest score, if Difikh≤Difikh+1, or (ii) proposal propikh+1 with the highest score, if Difikh>Difikh+1; 3. starting pessimistic – specifies the proposal propikn with the lowest score. The three tactics are formalized by similar functions. For instance, the tactic starting optimistic is formalized by the following function: starting_optimistic(IFPSik)=propik1⏐∀propikj∈IFPSik, Vpropik1≥Vpropikj Concession tactics are functions that compute new values for each issue. In this paper, we consider two sub-classes of tactics: (i) constant concession factor tactics, and (ii) total concession dependent tactics. In each sub-class, we consider five tactics: 1. stalemate – models a null concession on isikj; 2. tough – models a small concession on isikj;