Agent-based Negotiation Decision Making in Supply Chain Management

The agent-based negotiation between enterprises is an important part of the supply chain management. The basic approach to negotiation decision making for an agent is to make concession on some issues according to its own interest. But it does not consider the opponent's preference and interest. In this paper, we propose a similarities based negotiation decision making method to select a proposal that is most preferable to the negotiation opponent. This approach not only increases probability of negotiation agreement, but also improves both sides' income.