2015 | 10 | 48-64
Article title

Evaluating the negotiation template with sipres – a fusion of the revised Simos’ procedure and the ZAPROS method

Title variants
Languages of publication
In a negotiation process, building a negotiation offer scoring system consistent with the preferences of the decision-maker is a very intricate task. A variety of methods can be used to develop such a negotiation support tool, e.g. SAW and TOPSIS, but they have several disadvantages. In this paper the issue of evaluating the negotiation template using a novel tool called SIPRES is discussed. The algorithm proposed employs the key notions of the revised Simos' procedure and ZAPROS method to elicit the negotiator's preferences over some reference solutions. On the one hand, it allows decision-makers to define their preferences in a simple and effortless way and provides a straightforward yet effective method for analyzing the trade-offs between the alternatives using selected reference alternatives only (the ZAPROS-like approach). On the other hand, the revised Simos' procedure applied in the method allows determining the cardinal scores for the alternatives. The scoring system obtained this way makes it possible to conduct a sophisticated symmetric and asymmetric negotiation analysis. An illustrative example presented in the paper concerns the European Union's multiannual financial framework negotiations.
Physical description
  • Ashikhmin I., Furems E. (2005), UniComBOS - Intelligent Decision Support System for Multicriteria Comparison and Choice, Journal of Multi-criteria Decision Analysis, 13, 147-157.
  • Berkeley D., Humphreys P., Larichev O.I., Moshkovich H.M. (1991), Modeling and Supporting the Process of Choice between Alternatives: The Focus of ASTRIDA [in:] H.G. Sol, J. Vecsenyi (eds.), Environments for Supporting Decision Processes, North-Holland, Amsterdam, 59-62.
  • Figueira J., Greco S., Ehrgott M. (eds.) (2005), Multiple Criteria Decision Analysis: State of the Art Surveys, Springer, New York.
  • Figueira J., Roy B. (2002), Determinig the Weights of Criteria in the ELECTRE Type Method with a Revised Simos' Procedure, European Journal of Operational Research, 139, 317-326.
  • Filzmoser M., Vetschera R. (2008), A Classification of Bargaining Steps and Their Impact on Negotiation Outcomes, Group Decision and Negotiation, 17(5), 421-443.
  • Górecka D., Roszkowska E., Wachowicz T. (2014), MARS - A Hybrid of ZAPROS and MACBETH for Verbal Evaluation of the Negotiation Template [in:] P. Zaraté, G. Camilleri, D. Kamissoko, F. Amblard (eds.), Proceedings of the Joint International Conference of the INFORMS GDN Section and the EURO working Group on DSS, Toulouse University, Toulouse, 24-31.
  • Górecka D., Roszkowska E., Wachowicz T. (unpublished), The MARS Approach in the Verbal and Holistic Evaluation of the Negotiation Template.
  • Hwang C.L., Yoon K. (1981), Multiple Attribute Decision Making: Methods and Applications, Springer-Verlag, New York.
  • Keeney R.L., Raiffa H. (1976), Decisions with Multiple Objectives: Preferences and Value Tradeoffs, Wiley, New York.
  • Kersten G.E., Noronha S.J. (1999), WWW-based Negotiation Support: Design, Implementation, and Use, Decision Support Systems, 25(2), 135-154.
  • Kersten G.E., Vahidov R., Gimon D. (2014), Concession-making in Multi-attribute Auctions and Multi-bilateral Negotiations: Theory and Experiments, Electronic Commerce Research and Applications, 12, 166-180.
  • Larichev O.I. (2001), Method ZAPROS for Multicriteria Alternatives Ranking and the Problem of Incomparability, Informatica, 12, 89-100.
  • Larichev O.I., Moshkovich H.M. (1988), Limits to Decision-making Ability in Direct Multiattribute Alternative Evaluation, Organizational Behavior and Human Decision Processes, 42(2), 217-233.
  • Larichev O.I., Moshkovich H.M. (1994), An Approach to Ordinal Classification Problems, International Transactions in Operational Research, 1 (3), 375-385.
  • Larichev O.I., Moshkovich H.M. (1995), ZAPROS-LM - A Method and System for Ordering Multi-attribute Alternatives, European Journal of Operational Research, 82, 503-521.
  • Larichev O.I., Moshkovich H.M. (1997), Verbal Decision Analysis for Unstructured Problems, Kluwer Academic Publishers, Berlin.
  • Moshkovich H.M., Mechitov A.I. (2013), Verbal Decision Analysis: Foundations and Trends, Advances in Decision Sciences, 2013, 1-9.
  • Moshkovich H.M., Mechitov A.I., Olson D.L. (2005), Verbal Decision Analysis [in:] J. Figueira, S. Greco, M. Ehrgott (eds.), Multiple Criteria Decision Analysis: State of the Art Surveys, Springer, New York, 609-637.
  • Moshkovich H.M., Schellenberger R., Olson D.L. (1998), Data Influences the Result More than Preferences: Some Lessons from Implementation of Multi-attribute Techniques in a Real Decision Task, Decision Support Systems, 22, 73-84.
  • Mustajoki J., Hämäläinen R.P. (2000), Web-HIPRE: Global Decision Support by Value Tree and AHP Analysis, INFOR, 30(3), 208-220.
  • Raiffa H., Richardson J., Metcalfe D. (2002), Negotiation Analysis: The Science and Art of Collaborative Decision Making, The Belknap Press of Harvard University Press, Cambridge (MA).
  • Roszkowska E., Wachowicz T. (2014a), Defining Preferences and Reference Points - A Multiple Criteria Decision Making Experiment [in:] P. Zaraté, G.E. Kersten, J.E. Hernández (eds.), Lecture Notes in Business Information Processing. Group Decision and Negotiation. A Process-Oriented View, Springer, 136-143.
  • Roszkowska E., Wachowicz T. (2014b), SAW-Based Rankings vs. Intrinsic Evaluations of the Negotiation Offers - An Experimental Study [in:] P. Zaraté, G.E. Kersten, J.E. Hernández (eds.), Lecture Notes in Business Information Processing. Group Decision and Negotiation. A Process-Oriented View, Springer, 176-183.
  • Roszkowska E., Wachowicz T. (2015), Application of Fuzzy TOPSIS to Scoring the Negotiation Offers in Ill-structured Negotiation Problems, European Journal of Operational Research, 242(3), 920-932.
  • Roy B. (1999), Decision-aiding Today: What Should We Expect [in:] T. Gal, T. Hanne, T. Stewart (eds.), Multicriteria Decision Making: Advances in MCDM Models, Algorithms, Theory, and Applications, Kluwer Academic Publishers, Dordrecht, 1.1-1.35.
  • Saaty T.L. (2006), Fundamentals of Decision Making and Priority Theory with the Analytic Hierarchy Process, Vol. VI of the AHP Series, RWS Publications, Pittsburgh.
  • Saaty T.L., Vargas L.G. (1991), The Logic of Priorities. Applications of the Analytic Hierarchy Process in Business, Energy, Health & Transportation, Vol. III of the AHP Series, RWS Publications, Pittsburgh.
  • Schoop M., Jertila A., List T. (2003), Negoisst: A Negotiation Support System for Electronic Business-to-business Negotiations in e-commerce, Data & Knowledge Engineering, 47(3), 371-401.
  • Simons T., Tripp T.M. (2003), The Negotiation Checklist [in:] R.J. Lewicki, D.M. Saunders, J.W. Minton, B. Barry (eds.), Negotiation. Reading, Exercises and Cases, McGraw-Hill/Irwin, New York, 50-63.
  • Stein J.G. (1989), Getting to the Table: The Triggers, Stages, Functions, and Consequences of Prenegotiation, International Journal, 44(2), 475-504.
  • Thiessen E.M., Soberg A. (2003), SmartSettle Described with the Montreal Taxonomy, Group Decision and Negotiation, 12(2), 165-170.
  • Wachowicz T., Kersten G.E. (2009), Decisions and Manners of Electronic Negotiation System Users [in:] K.A. Kłosiński, A. Biela (eds.), A Man and His Decisions, John Paul II Catholic University of Lublin Press, Lublin, 63-74.
  • Wachowicz T., Błaszczyk P. (2013), TOPSIS Based Approach to Scoring Negotiating Offers in Negotiation Support Systems, Group Decision and Negotiation, 22(6), 1021-1050.
  • Wachowicz T., Wu S. (2010), Negotiators' Strategies and Their Concessions [in:] G.J. de Vreede (ed.), Proceedings of the Conference on Group Decision and Negotiation 2010, The Center for Collaboration Science, University of Nebraska at Omaha, 254-259.
  • Yoon K.P., Hwang C.-L. (1995), Multiple Attribute Decision Making: An Introduction, Sage Publications.
  • Zartman I.W. (1989), Prenegotiation: Phases and Functions, International Journal, 44(2), 237-253.
  • (www 1) The European Council and the Council of the European Union: http://www.consilium. (30.06.2015).
  • (www 2) - official website of the European Union: index_en.cfm (30.06.2015).
  • (www 3) - official website of the European Union: introduction/index_en.cfm (30.06.2015).
  • (www 4) - official website of the European Union: special-coverage/multiannual-financial-framework-2014-2020/index_en.htm (30.06.2015).
  • (www 5) Ministry of Foreign Affairs of the Republic of Poland: polityka_zagraniczna/zagraniczna_polityka_ekonomiczna/wieloletnie_ramy_finansowe/ (30.06.2015).
Document Type
Publication order reference
YADDA identifier
JavaScript is turned off in your web browser. Turn it on to take full advantage of this site, then refresh the page.