The purpose of this paper is to introduce a new agent-based simulation model of bilateral negotiation based on a synthesis of established theories and empirical studies of negotiation research. The central units of the model are negotiators who pursue goals, have attributes (trust, assertiveness, cooperativeness, creativity, time, etc.) and perform actions (proposing and accepting offers, exchanging information, creating value, etc).,Methodologically, the model follows the agent-based approach to modeling. This approach is chosen because negotiations can be described as complex, non-linear systems involving autonomous agents (i.e. the negotiators), who interact with each other, pursue goals and perform actions aimed at achieving their goals.,This paper illustrates how the model can simulate experiments involving variables such as negotiation strategy, creativity, reservation value or time in negotiation. An example simulation is presented which investigates the main and interaction effects of negotiators’ reservation value and their time available for a negotiation. A software implementation of the model is freely accessible at https://tinyurl.com/y7oj6jo8.,The model, as developed at this point, provides the basis for future research projects. One project could address the representation of emotions and their impact on the process and outcome of negotiations. Another project could extend the model by allowing negotiators to convey false information (i.e. to bluff). Yet another project could be aimed at refining the routines used for making and accepting offers with a view to allow parties to reach partial settlements during a negotiation.,Due to its broad scope and wide applicability, the model can be used by practitioners and researchers alike. As a decision-support system, the model allows users to simulate negotiation situations and estimate the likelihood of negotiation outcomes. As a research platform, it can generate simulation data in a cost- and time-effective way, allowing researchers to simulate complex, large-N studies at no cost or time.,The model presented in this paper synthesizes in a novel way a comprehensive range of concepts and theories of current negotiation research. It complements other computational models, in that it can simulate a more diverse range of negotiation strategies (distributive, integrative and compromise) and is applicable to a greater variety of negotiation scenarios.

中文翻译：

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基于主体的双边谈判仿真模型

本文的目的是在综合现有理论和谈判研究的经验研究基础上，引入一种新的基于主体的双边谈判模拟模型。该模型的主要单元是谈判者，他们追求目标，具有属性（信任，自信，合作性，创造力，时间等）并执行动作（提议和接受要约，交换信息，创造价值等）。模型遵循基于代理的建模方法。之所以选择这种方法，是因为谈判可以描述为涉及自治主体（即谈判者）的复杂的非线性系统，这些主体彼此互动，追求目标并执行旨在实现其目标的行动。本文说明了该模型如何模拟涉及谈判策略，创造力，保留价值或谈判时间等变量的实验。给出了一个示例仿真，该仿真研究了谈判者保留价值的主要和互动影响以及他们可用于谈判的时间。该模型的软件实现可从https://tinyurl.com/y7oj6jo8。免费获得。此刻开发的模型为将来的研究项目提供了基础。一个项目可以解决情绪的代表及其对谈判过程和结果的影响。另一个项目可以通过允许谈判者传达虚假信息（即虚张声势）来扩展模型。另一个项目可能旨在完善用于进行报价和接受报价的例程，以使当事方能够在谈判过程中达成部分和解。由于其广泛的范围和广泛的适用性，该模型可供实践者和研究人员使用。作为决策支持系统，该模型允许用户模拟谈判情况并估计谈判结果的可能性。作为一个研究平台，它可以以节省成本和时间的方式生成模拟数据，从而使研究人员可以无成本或无时间地模拟复杂的大型N研究。本文提出的模型以新颖的方式综合了当前谈判研究的概念和理论范围。它是对其他计算模型的补充，