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e,f
a,b
g,h
c,d
(a) For Mark.
(b) For Jones.
Fig. 1.
Ceteris paribus preference orderings (arrows point towards more preferred outcomes)
preference. In general, the more information about the relative importance of interests
is known, the more preferences can be derived. We note that lexicographic preferences
subsume ceteris paribus preferences in the sense that if one outcome is preferred to an-
other ceteris paribus, it is also preferred lexicographically, regardless of the importance
ordering on criteria.
5
Modelling Interests
We will illustrate the ideas presented in this paper by means of an example. Mark has
applied for a job at a company called Jones. After the first interview, they are ready
to discuss the terms of employment. There are three issues on the table: the salary, the
position, and whether the job is full-time or part-time. All possible outcomes are listed
in Table 1a. After some thought, Mark has determined that the interests that are at stake
for him are wealth, status, and time with his family. A high position will give status. A
high salary will provide both wealth and status. A part-time job will give him time to
spend with his family. Table 1b shows which interests each of the outcomes satisfies.
All information is encoded in a knowledge base, which consists of three parts.
•
Facts
about the properties of the outcomes to be compared. When comparing offers
in negotiation, these may be the values for each issue, or any other relevant properties.
Facts are supposed to be objectively determined.
•
Asetof
interests
of a negotiator. Underlying interests are personal and subjective,
although they can sometimes be assumed by default. Interests may vary according to
importance. If no importance ordering is given, the ceteris paribus principle can be used
to derive preferences. The more information about the relative importance of interests
is known, the more preferences can be derived. If there is a total preorder of interests
according to importance, a complete preference ordering over possible outcomes can
be derived using the lexicographic principle.
•
Rules
relating issues and other outcome properties to interests. These rules can
be very subjective, e.g. some people consider themselves very wealthy if they earn
e
3000 gross salary per month, while for others this may be a pittance. Even so, there
can still be default rules that apply in general, e.g. that a high salary promotes wealth for
