Toward a Unified Negotiation Framework: Leveraging Strengths in Behavioral and Computational Communities

Abstract

While there has been a large body of negotiation literature in both Behavioral Science (behavioral) and Artificial Intelligence/Game Theory (computational) communities, there has not been an attempt to bridge the two communities to our best knowledge. In this paper, we compare and contrast the characteristics of behavioral and computational literature in negotiation. We discover that incorporating the strengths of two types of literature are valuable in expanding the horizon of research outlook.