2012 | 22 | 4 | 121-137
Article title

Reference points-based methods in supporting the evaluation of negotiation offers

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Scoring the negotiation template and building a scoring system for negotiation offers is a starting point for analysis of negotiation. It is usually done by means of a classical additive scoring model. Recent research confirms, however, that TOPSIS may be a good alternative to SAW-based models, since it significantly facilitates the processes of template definition and elicitation of negotiator’s preferences. Fundamental ideas of the TOPSIS, VIKOR and BIPOLAR methods have been analysed and attempts were made to hybridize some of their notions to propose an alternative method for evaluating negotiation offers.
Physical description
  • Silesian University of Technology, Institute of Mathematics, 44-100 Gliwice, ul. Kaszubska 23, Poland,
  • Faculty of Economics and Management, University of Bialystok, ul. Warszawska 63, 15-062 Białystok, Poland,
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