Search results

1

Wybrane własności i odmiany procedury SAW w kontekście wspomagania negocjacji

100%

Roszkowska E., Brzostowski J.

Studia Ekonomiczne

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2014

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vol. 178

107-126

EN

This work provides a survey of the properties of SAW method (Simple Additive Weighting) which is one of the simplest and mostly used multiple criteria techniques. The work is presented by focusing mostly on the application of SAW in the support of bilateral negotiations. The strengths and limitations of the proposed approach are discussed and the suggestions of modifications of the classical algorithm are presented from the viewpoint of applications in the negotiation process. The function assigning a score to the negotiation packages, determined by the use of modified SAW procedure is a useful tool facilitating linear ordering of negotiation packages, the estimation of potential concessions, the implementation of a negotiation strategy and the analysis of negotiation compromise

2

Do Auctions Improve Public Procurement? Evidence from the Czech Republic

80%

Kvasnička M., Staněk R., Krčál O.

DANUBE: Law and Economics Review

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2015

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vol. 6

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issue 4

241-257

EN

This paper explores the effect of various contract-awarding procedures in public procurement on the price of the contract. We provide a theoretical model that compares prices in different procedures and tests whether there is a significant price difference between the procedures using data from Czech public procurement. The model predicts that auctions are more efficient than negotiations given the same number of suppliers, and open procedures are more efficient than closed procedures if high-cost firms are selected for the closed procedure. In accordance with the first prediction, we find that open auctions are more efficient than open negotiations. Concerning the second prediction, we find that closed procedures are less efficient than open procedures, which suggests that procurers tend to select relatively more costly firms to participate in closed procedures. Comparing all four awarding procedures, we find that open auctions are the most efficient procedure used in the Czech Republic. We estimate that the inefficiencies due to the use of other contract-awarding procedures are substantial.

3

Negocjacje w systemach wieloagentowych z zastosowaniem standardów FIPA

80%

Stanek S., Żytniewski M.

Studia Ekonomiczne

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2013

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vol. 138

141-160

EN

The key standards for negotiation in multi agent systems are considered. Multiagent systems represent one of the most promising technological paradigms for the development of autonomous, distributed, open and intelligent software systems. Particularly because the agents are autonomous and cannot be assumed to be benevolent negotiation is critical to resolve conflicts. Examples of conflicts include conflicts over the usage of joint resources or task assignments and conflicts between a buyer and a seller in electronic commerce. The process of negotiations may be of many different forms, such as auctions, protocols in the style of the contract net, and argumentation. The paper focuses on the analysis of specification standards provided by FIPA (Foundation of Intelligent Physical Agents). The first part of the study will present basic information about the negotiations in multi-agent systems. For this purpose, will be shown the importance of negotiations in modeling interactions software agents, types of messages used in multi-agent systems using standard FIPA ACL and options for online auctions, which can be aided by software agents. The second part will present the commonly used protocols consistent with FIPA specifications. To this end, we will discuss eleven diagrams depicting the model sequences of interaction agents. Their use can be found in the construction of multi-agent systems.

4

Turkey and the European Union: the Saga of the 50 Years-Long Accession Negotiations

80%

Alptekin A.

Polish Journal of Political Science

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2016

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vol. 2

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issue 1

19-62

EN

The EU-Turkey relations date back to 1960s when the European project started. With the Ankara Agreement of 12 September 1963, Turkey became an Associate member of the European Economic Community which was then an economic organisation from which today’s EU emerged. The EU’s December 1997 sidelining of Turkey’s application for full membership turned the direction on 3 October 2005 and Turkey begin its accession negotiations with the EU. Since then there is still ongoing debate based on cultural, economic and political assessment whether Turkey will fit to be a member of the EU. From the perspective of the institutional norms of Copenhangen criteria, the EU could possibly embrace all countries, regardless of culture, religion and historical background. The EU’s uncompleted institutional structure gives rise some spatial, temporal and thematic scopes which introduce some new accession criteria such as European state, European identity, absorption capacity, open-ended process and approval of the member states which will make more complicated Turkey’s full membership bid to the EU. Despite Turkey’s institutional reforms which bring the country that much closer towards fulfilling the Copenhagen criteria and its dynacmic economy which makes Turkey as the second country that fits the Maastricht criteria in Europe, European politicians and citizens remain deeply divided on Turkey’s accession bid to the EU as a full member. As a consequence, the alternative accession proposals which depreciate the full membership of Turkey are argued by the EU’s core members. The purpose of this article is to answer the vague accession criteria, the different accession proposals towards Turkey and explain the new bargaining position of Turkey for its accession bid to the EU. The exclusion of Turkey from the EU’s enlargement process will be evaluated by different theoretical approaches which constitute the interplay of the liberal intergovernmentalism, historical institutionalism and path dependency process, rationalist approaches and sociological institutionalism.

5

An Impact of Negotiation Profiles on the Accuracy of Negotiation Offer Scoring System? Experimental Study

61%

Kersten G., Roszkowska E., Wachowicz T.

Multiple Criteria Decision Making

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2016

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vol. 11

77-103

EN

In this paper an impact of the party’s negotiation profile on the misperception of the preferential information provided to the negotiating parties is studied. In particular, the problems with determining an adequate and preferentially correct negotiation offer scoring system is analyzed, when the parties are supported in their decision analyses by means of the SAW technique. In the analyses we use the negotiation data from bilateral negotiation experiments conducted by means of the Inspire negotiation support system. To determine the negotiators’ profiles the Thomas-Kilmann Conflict Mode Instrument was used, which allows to describe their general negotiation approach using two dimensions of assertiveness and cooperativeness. The accuracy of scoring systems was defined as the extent to which the negotiator’s individual scoring system (agent’s system) is concordant to the preferential information provided by the negotiator’s superior (principal’s system) in the form of verbal and graphical descriptions, and measured by means of ordinal and cardinal accuracy indexes.

6

Wykorzystanie idei automatycznego generowania powierzchni indyferencji do budowy systemu oceny ofert negocjacyjnych w systemie wspomagania negocjacji NegoManage

61%

Brzostowski J., Wachowicz T.

Studia Ekonomiczne

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2013

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vol. 138

31-50

EN

In this paper we discuss the mechanism for building the negotiation offers' scoring system by means of the automatically generated indifference surfaces. We introduce the classic approach based on trade-off analysis first , that derives from multiple attribute value theory and present its application for the simplest case of two- and three-criteria decision problem. Then we analyze its generalization for the cases with more than three decision criteria, which involves also the interaction with decision maker. Finally we present the models software implementation that is applied in the negotiation support system called NegoManage.

7

Negocjacje w dobie Internetu

61%

Stanek S., Wachowicz T.

Studia Ekonomiczne

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2013

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vol. 138

9-30

EN

In this paper we address the problem of conducting negotiations via Web. We discuss the notion of negotiation support systems and electronic negotiation systems describing in details their functionalities. The discussion is framed by the three-phase negotiation process model, which distinguished different tasks and activities at each negotiation stage that requires different tools for their support or facilitation. We also show the examples of negotiation support systems considering both their advantages and disadvantages. We conclude with summary, in which we try to compare and evaluate the current software solutions.

8

Analiza procesu negocjacji z wykorzystaniem procedury TOPSIS

61%

Roszkowska E.

Studia Ekonomiczne

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2013

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vol. 138

95-108

EN

With respect to the complex nature of negotiation situation, in analysis of the negotiation, mathematical tools of multi-criteria decision making can be used. The aim of the paper is presentation of some applications of the classical TOPSIS method in analysis of the process of negotiation. The TOPSIS method let us to order offers, according to the value of the result of synthesis of multi-criteria evaluation, with respect to their similarities to the most preferable one, assignment of the alternative offers, estimating the value of concessions, or the estimation of the negotiation agreement. The similarity is determined on basis of minimization of distance negotiation offer, to the most preferable, and maximization of distance to the least preferable one.

9

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

61%

Górecka D.

Multiple Criteria Decision Making

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2015

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vol. 10

48-64

EN

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.

10

ACCESSION TO THE WTO. CASE: THE RUSSIAN FEDERATION

61%

Żołądkiewicz K.

International Journal of Emerging and Transition Economies (IJETE)

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2010

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vol. 3

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issue 1

79-92

EN

The purpose of the paper is to discuss process and procedures of WTO accession in the context of universal membership. This is done by looking at the experience of the Russian Federation (Russia). With a notable exception of the Russian Federation, all major trading nations are WTO members. One of the challenges confronting WTO will be to manage the process of integrating Russia and other acceding countries into the trading system. It could be reasonable to ask why the WTO accession process takes so long and is inherently time consuming, despite the fact that it is complex due to the requirements that need to be met. This article identifies the weak points in the accession process and makes some recommendations.

11

Postnegocjacyjna optymalizacja kompromisu negocjacyjnego

61%

Kopańska-Bródka D., Wachowicz T.

Studia Ekonomiczne

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2013

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vol. 138

51-78

EN

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.

12

Cechy demograficzne i społeczne negocjatorów a ich wpływ na wynik i przebieg negocjacji

61%

Sabo A.

Studia Ekonomiczne

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2013

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vol. 138

109-140

EN

Negotiation is a process of mutual exploration satisfactory solution involved in the conflict. The paper presents the results of negotiation experience, formed the basis of the negotiations conducted an experiment in 2009 between several groups of students, living in different continents. Participants were subjected to attempt to carry out negotiations within a certain timeframe, using training INSPIRE decision support system. This paper presents the verification of the assumed hypotheses and their impact on the achieved results, taking into account various social and demographic characteristics, determining human behavior. Conducted an empirical study of factors contribute to the largely unexpected results that could be the basis for and stimulus to further research and observation in the field of negotiation and study human behavior in particular conditions, where each player has conflicting objectives against each other.

13

Asymetryczna wrażliwość na zyski i straty w negocjacjach

61%

Forlicz M.

Studia Ekonomiczne

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2014

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vol. 207

67-75

PL

Wedle teorii perspektywy Kahnemana i Tversky'ego ludzi cechuje wyższa wrażliwość na straty niż na zyski (przy czym straty i zyski niekoniecznie oznaczają realne zyski i straty, tylko odstępstwa pozytywne lub negatywne od pewnego punktu odniesienia). W świetle tej teorii można sądzić, że ludzie negocjujący straty są mniej skłonni do zawierania transakcji i mniej chętni do czynienia ustępstw w negocjacjach niż osoby negocjujące wysokość zysków, gdyż każde ustępstwo o kwotę x jest silniej odczuwane po stronie strat niż takie samo ustępstwo po stronie zysków. W celu sprawdzenia hipotezy, że wpływ początkowych założeń, co do tego ile chce się wynegocjować na wynik negocjacji jest większy ze strony, która negocjuje straty, przeprowadzono eksperyment, który miał formę gry, w której brało udział 52 studentów. Wyniki badania nie dają jednoznacznej odpowiedzi na to, czy faktycznie ludzie, którzy negocjują wysokość ponoszonych kosztów są bardziej zdeterminowani niż ci negocjujący wysokość swoich zysków, jednak mimo wszystko do pewnego stopnia pozwalają tak twierdzić.

EN

According to prospect theory people are more sensitive to losses than to gains, so many claim that in negotiations people whose negotiations' result is framed as a loss are less willing to make concessions than those whose result is framed as a gain. In order to check whether negotiations' result is influenced more by primary assumptions concerning result desired by those who are negotiating costs than those who are negotiating their profit an experiment was conducted. Results are not unequivocal.

14

Organizowanie przestrzeni negocjacyjnej

61%

Kozina A.

Zeszyty Naukowe Wyższej Szkoły Ekonomii i Informatyki w Krakowie

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2015

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issue 11

123-132

PL

Celem artykułu jest scharakteryzowanie problemu organizacji przestrzeni jako specyficznego zasobu rzeczowego negocjacji. Należy wziąć pod uwagę następujące istotne kwestie, omówione w kolejnych częściach artykułu: 1. miejsce (terytorium), w którym toczą się negocjacje; 2. sposób rozmieszczenia partnerów względem siebie; 3. dystans interpersonalny pomiędzy nimi; 4. warunki w pomieszczeniu, w którym odbywają się negocjacje; 5. ewentualna obecność publiczności podczas negocjacji. Odmienny pogląd reprezentuje J. Kamiński [2003, s. 112 i n.], który wyodrębnia dwa typy uwarunkowań związanych z miejscem negocjacji: terytorialne (dotyczące wyboru miejsca negocjacji) oraz przestrzenne (dotyczące odpowiedniego przygotowania ich miejsca).(fragment tekstu)

EN

The objective of the paper is to characterize the crucial issues concerning organizing the space of negotiations as specific re source to be provide and facilitate within operational planning of negotiations. In introduction, the concept of negotiations planning process is described shortly, paying special attention on the allocation of resources, space in particular. Then, within the main part of the paper, in the subsequent paragraphs, the following issues concerning organizing negotiations space are addressed: negotiations territory, partners' placement, interpersonal distance between them, working space and publicity. The closing section contains summing up the discussed issues and pointing out the directions of further research on them.(original abstract)

15

System rekomendacji doboru wag kryteriów oparty na ich charakterystyce probabilistycznej

61%

Brzostowski J., Roszkowska E.

Studia Ekonomiczne

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2014

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vol. 178

58-72

EN

A tool for supporting the negotiator during the process of the analysis of own preferences and the analysis of the preferences of the potential partner is proposed in this work. The approach is based on the construction of the collective preferences model for a selected negotiator's profile in the form of multivariate probability distribution over the space of negotiation issue weights vectors. In the process of user interaction with the system the ranges of issue weights are modified that allows for the decomposition of the general multi-variate distribution into series of uni-variate distributions corresponding to single issues. Such distributions conditionally depend on the issue weight ranges set by the decision-maker for all the remaining issues. Moreover, in the work we consider the possibility of constructing the collective preferences model in a continuous form in the case normally distributed weights for some sets of issues. The data from the Negotiation Support System Inspire [Kersten 1999] were used to examine the normality of the issue weights distribution for different issue sets.

16

A Model to Support Negotiations on the Electricity Market

51%

Kudyba D.

Multiple Criteria Decision Making

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2016

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vol. 11

104-124

EN

Liberalization on the electricity market in Poland is related to the possibility of free choice of electricity supplier. On a liberalized market, suppliers have to compete to gain new customers and retain the old ones. The suppliers have to satisfy the customers’ needs − which are more and more complex − and customize their approach. Therefore, negotiations of electricity sale conditions become an usual practice. The purpose of this study is to propose a way of supporting the negotiation process of electricity sale conditions between a supplier and a customer. To solve this problem, the scoring method has been used.

Refine search results

Wybrane własności i odmiany procedury SAW w kontekście wspomagania negocjacji

Do Auctions Improve Public Procurement? Evidence from the Czech Republic

Negocjacje w systemach wieloagentowych z zastosowaniem standardów FIPA

Turkey and the European Union: the Saga of the 50 Years-Long Accession Negotiations

An Impact of Negotiation Profiles on the Accuracy of Negotiation Offer Scoring System? Experimental Study

Wykorzystanie idei automatycznego generowania powierzchni indyferencji do budowy systemu oceny ofert negocjacyjnych w systemie wspomagania negocjacji NegoManage

Negocjacje w dobie Internetu

Analiza procesu negocjacji z wykorzystaniem procedury TOPSIS

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

ACCESSION TO THE WTO. CASE: THE RUSSIAN FEDERATION

Postnegocjacyjna optymalizacja kompromisu negocjacyjnego

Cechy demograficzne i społeczne negocjatorów a ich wpływ na wynik i przebieg negocjacji

Asymetryczna wrażliwość na zyski i straty w negocjacjach

Organizowanie przestrzeni negocjacyjnej

System rekomendacji doboru wag kryteriów oparty na ich charakterystyce probabilistycznej

A Model to Support Negotiations on the Electricity Market