Simulating negotiations by a computer program

By | 5 novembre 2019

In his recent article “A new agent-based model of bilateral negotiation” (published in the International Journal of Conflict Management), Prof. Frieder Lempp presented a new simulation model for bilateral negotiations and demonstrated in an example simulation how the model can be used as a research platform for the simulation of experiments. In particular, the simulation study demonstrated how researcher can use the model to study the effects of different variables, such as time and BATNA, in a negotiation. The model was designed on the basis of key empirical findings of negotiation research. Further, it was designed as a general-purpose model that can simulate a wide range of different negotiation scenarios and encompasses many factors impacting on the process and outcomes of negotiations. At its core, the model consists of negotiators who pursue goals, have attributes, and take turns at selecting and performing actions within dyads until either a settlement is reached or the negotiation is abandoned without a settlement. The article makes a contribution to the theory and practice of negotiation by introducing, discussing, and applying a new, comprehensive agent-based simulation model of negotiation that is freely accessible for users to simulate experiments, generate hypotheses and estimates for the likelihood of negotiation outcomes, and learn about the interplay of a wide range of negotiation variables.

To read the original article:

Lempp, F. (2019). A new agent-based simulation model of bilateral negotiation. International Journal of Conflict Management.

Professor Frieder Lempp is one member of ICoN. You can find more information about ICoN team members here:


Disclaimer: The views, opinions and positions expressed within these guest posts/articles are those of the author (s) alone and do not represent those of IÉSEG School of Management /ICON. ICON welcomes all feedback and comment on articles posted on this blog:

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