Modelling Negotiation Strategies

Mare Koit

Abstract: The paper introduces a work in progress on modelling of negotiation. A dialogue model is introduced that includes a reasoning model. Negotiation strategies are considered where both participants having the same communicative goal try to overcome possible obstacles ahead achieving the goal, by presenting various arguments and counterarguments. Analysis of a corpus of authentic human-human spoken dialogues is carried out in order to evaluate the strategies. A dialogue system is under development where the strategies are implemented. Our aim is to create such a dialogue system that interacts with the user in a natural language following norms of human conversation.