关键词: 前景理论, 辩论, 协商, 决策行为

Abstract: Negotiation based on the maximum utility theory usually assumes that negotiators are completely rational. But during real negotiation, negotiators may deviate from rationality. In order to solve the problem, this paper introduces prospect theory to negotiation based on the argumentation and it discusses the negotiators’ decision-making behavior under uncertain conditions based on prospect theory. Then it builds reference point of relative gains or losses with the information got from knowledge base, and moves the reference point dynamically according to external belief model to correspond with negotiators’ decision-making attitude. The simulation example proves that argumentation-based negotiation based on prospect theory can reflect negotiators’ decision-making behavior well and can promote negotiation proceeding successfully.

Key words: prospect theory, argumentation, negotiation, decision-making behavior