Abstract
Negotiations are known to proceed differently across cultures. A realistic
agent model of international negotiations has to take cultural differences into
account. This paper presents an agent-based model that tackles this challenge. The
context is a trade game where commodities with a hidden quality attribute are exchanged.
The negotiation model uses the ABMP negotiation architecture. It applies
a utility function that includes market value, quality preference, and risk attitude.
The indices of the five dimensions of Hofstede’s model of national cultures
are used, in combination with agent’s group membership and societal status, to
differentiate negotiation behavior by adaptation of weight factors in the utility
function and ABMP parameters. The paper presents test runs with synthetic cultures
and a set of actual national cultures. The present version of the model helps
to understand behaviors in international trade networks. It proves that Hofstede’s
dimensions can be used to generate culturally differentiated agents
| Original language | English |
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| Publication status | Published - 2010 |
| Event | The Second International Workshop on Agent-based Complex Automated Nogotiations (ACAN 2009), Budapest, Hungary - Duration: 10 May 2009 → 15 May 2009 |
Workshop
| Workshop | The Second International Workshop on Agent-based Complex Automated Nogotiations (ACAN 2009), Budapest, Hungary |
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| Period | 10/05/09 → 15/05/09 |