The purpose of this research is to integrate the trust dimension in the negotiation process. Based on an extensive literature review, we address a combinatory formula that computes trust towards a target agent in a negotiation. This formula includes three elements which are the direct reputation of the target agent, the indirect reputation of the target agent, and the difference of beliefs between the two negotiating agents. These elements are computed through five parameters: the negotiation field, the arrangement weight, the arrangement time, the reliability degree, and the importance degree of the target negotiating agent. The proposed model is applied in the case study of a combinatorial auction between one shipper and a set of carriers. Results show that, compared to bid prices and reputation models, our model lead lower costs in determining the winning carriers.
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