2013 | 138 | 51-78
Article title

Postnegocjacyjna optymalizacja kompromisu negocjacyjnego

Title variants
Postnegotiation Optimization of the Negotiation Compromise
Languages of publication
In this paper we discuss the possibility of applying the various game-theoretic mechanisms to support the postnegotiation analysis of the multi-issue two-party negotiation. We analyze the negotiation problem stucturized and evaluated by parties by means of the simple additive weighting model, which is typical approach implemented in very many negotiation support systems. In particular, we focus on such negotiation processed that result in an inefficient negotiation outcome. We show how to identify the set of efficient solutions for each negotiation problem and then, how to find the efficient improvements of the agreement that the parties have agreed on. We propose a novel mechanism of finding such improvements, that stems from Nash bargaining solution and some previous concepts of Raiffa's potentials of the negotiators. We show an example of how this mechanism works when applied to find an improvement in bilateral negotiation supported by Inspire negotiation support system.
Physical description
  • Brams S.J. (1990): Negotiation Games: Applying Game Theory to Bargaining and Arbitration. Routledge, New York.
  • Druckman D., Harris R., Ramberg B. (2002): Computer-Assisted International Negotiation: A Tool for Research and Practice. "Group Decision and Negotiation", No. 11.
  • Fisher R., Ury W., Patton B. (1991): Getting to Yes. 2nd ed. Penguin, New York.
  • Gimpel H. (2007): Preferences in Negotiations. The Attachment Effect. Springer-Verlag, Berlin-Heidelberg.
  • Gupta S., Livne Z.A. (1988): Resolving a Conflict Situation with a Reference Outcome: An Axiomatic Model. "Management Science", No. 34(11).
  • Kalai E., Smorodinsky M. (1975): Other Solutions to Nash's Bargaining Problem. "Econometrica", No. 43(3).
  • Keeney R.L., Raiffa H. (1976): Decisions with Multiple Objectives. Wiley, New York.
  • Kersten G., Kersten M. (1998): Komputerowe wspomaganie i badanie procesów negocjacyjnych. "Zagadnienia Naukoznawstwa", No. 2 (136).
  • Kersten G., Michalowski W., Cray D., Lee I. (1991): An Analytic Basis for Decision Support in Negotiations. "Naval Logistic Research", 38.
  • Kersten G.E., Lai H. (2007): Negotiation Support and E-Negotiation Systems. "Group Decision and Negotiation", No. 16(6).
  • Kersten G.E., Noronha S.J. (1999): WWW-Based Negotiation Support: Design, Implementation And Use. "Decision Support Systems", 25.
  • Lewicki R., Saunders D., Minton J. (1999): Negotiation. MacGraw-Hill, Boston.
  • Lewicki R.J., Litterer J. (1985): Negotiation. Irwin, Homewood.
  • Nash J. (1950): The Bargaining Problem. "Econometrica", No. 18.
  • Nash J. (1953): Two-Person Cooperative Games. "Econometrica", No. 21.
  • Neumann J. von, Morgenstern O. (1944): Theory of Games and Economic Behaviour. Princeton University Press, Princeton.
  • Paradis N., Gettinger J., Lai H., Surboeck M., Wachowicz T. (2010): E-Negotiations via Inspire 2.0: The System, Users, Management and Projects. In: Group Decision and Negotiations 2010. Proceedings. Ed. de G.J. Vreede. The Center for Collaboration Science, University of Nebraska at Omaha.
  • Park S., Yang S.B. (2008): An Efficient Multilateral Negotiation System for Pervasive Computing Environments. "Engineering Applications of Artificial Intelligence", 21.
  • Raiffa H. (1953): Arbitration Schemes for Generalized Two-Person Games. In: Contributions to the Theory of Games. Vol II. Eds. H.W.Kuhn, A.W. Tucker. Princeton University Press, Princeton.
  • Raiffa H. (1982): The Art and Science of Negotiation. Harvard University Press, Cambridge.
  • Raiffa H., Richardson J., Metcalfe D. (2002): Negotiation Analysis. The Belknap Press of Harvard University Press, Cambridge.
  • Roy B., Bouyssou D. (1993): Aide multicritère à la decision: Méthodes et cas. Economica, Paris.
  • Saaty T.L., Alexander J.M. (1989): Confict Resolution: The Analytic Hierarchy Approach. Praeger, New York.
  • Straffin P.D. (2001): Teoria gier. Wydawnictwo Naukowe Scholar, Warszawa.
  • Teich J. (1991): Decision Support for Negotiation. Sunny Bufflo, Bufflo.
  • Wachowicz T. (2006): E-negocjacje. Modelowanie, analiza i wspomaganie. Wydawnictwo AE, Katowice.
  • Wachowicz T. (2010a): Metody i narzędzia wspomagania fazy prenegocjacyjnej. "Decyzje", 14.
  • Wachowicz T. (2010b): Decision Support In Software Supported Negotiations. "Journal of Business Economics and Management", 11(4).
  • Wachowicz T. (2011): TOPSIS Based Negotiation Offers' Scoring Approach For Negotiation Support Systems. Proceedings of the EWG-DSS London-2011 Workshop on Decision Support Systems. Eds. F. Dargam, B. Delibasic, J.E. Hernández, S. Liu, R. Ribeiro, P. Zaraté. London, June 23-24, 2011.
  • Watson J. (2004): Strategia. Wprowadzenie do teorii gier. Wydawnictwa Naukowo- -Techniczne, Warszawa.
  • Zeuthen F. (1930): Problems of Monopoly and Economic Warfare. Routledge, London.
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.