An Overview of Argumentation-Based Negotiation Theory and Decision Support Systems

Abstract

In this chapter, we provide a multi-disciplinary perspective of the theory and decision support systems of argumentation-based negotiation. Based on an extensive discussion of limitations of proposalbased argumentation, we emphasize the central role of persuasive arguments in a negotiation. Then we draw insights from three theoretical perspectives of argumentation-based negotiation research: argumentation-based automated negotiation, argumentation games, and cheap-talk games. Our reflection on the extant literature leads to a conceptual framework for decision support systems, which consists of key functionality and system components. We also discuss open issues and challenges in the development of the theory and systems of argumentation-based negotiation.

Keywords: Argumentation-based negotiation, Decision support systems, Role of argumentation in negotiation, Rationality framework, Cheap-talk games, Persuasive arguments, Emotion in negotiation, Opponent belief, Negotiation system design, Implementation of negotiation theory.