A multi-demand negotiation model based on fuzzy rules elicited via psychological experiments

Jieyu Zhan, Xudong Luo*, Cong Feng, Minghua He

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review


This paper proposes a multi-demand negotiation model that takes the effect of human users’ psychological characteristics into consideration. Specifically, in our model each negotiating agent's preference over its demands can be changed, according to human users’ attitudes to risk, patience and regret, during the course of a negotiation. And the change of preference structures is determined by fuzzy logic rules, which are elicited through our psychological experiments. The applicability of our model is illustrated by using our model to solve a problem of political negotiation between two countries. Moreover, we do lots of theoretical and empirical analyses to reveal some insights into our model. In addition, to compare our model with existing ones, we make a survey on fuzzy logic based negotiation, and discuss the similarities and differences between our negotiation model and various consensus models.
Original languageEnglish
Pages (from-to)840-864
JournalApplied Soft Computing
Early online date12 Jul 2017
Publication statusPublished - Jun 2018

Bibliographical note

© 2017, Elsevier. Licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International http://creativecommons.org/licenses/by-nc-nd/4.0/


  • agent
  • automated negotiation
  • bargaining game
  • fuzzy logic
  • preference


Dive into the research topics of 'A multi-demand negotiation model based on fuzzy rules elicited via psychological experiments'. Together they form a unique fingerprint.

Cite this