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

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WACHOWICZ T., BRZOSTOWSKI J., ROSZKOWSKA E.
Operations Research and Decisions
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2012
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vol. 22
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issue 4
121-137
EN
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.
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