The LOGIC Negotiation Model Carles Sierra

Successful negotiators prepare by determining their position along five dimensions: Legitimacy, Options, Goals, Indepen-dence, and Commitment, (LOGIC). We introduce a negoti-ation model based on these dimensions and on two primitive concepts: intimacy (degree of closeness) and balance (degree of fairness). The intimacy is a pair of matrices that eval-uate both an agent’s contribution to the relationship and its opponent’s contribution each from an information view and from a utilitarian view across the five LOGIC dimen-sions. The balance is the difference between these matri-ces. A relationship strategy maintains a target intimacy for each relationship that an agent would like the relationship to move towards in future. The negotiation strategy maintains a set of Options that are in-line with the current intimacy level, and then tactics wrap the Options in argumentation with the aim of attaining a successful deal and manipulat-ing the successive negotiation balances towards the target intimacy