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- Title
An Analytical Approach to Offer Generation in Concession-Based Negotiation Processes.
- Authors
Vetschera, Rudolf; Filzmoser, Michael; Mitterhofer, Ronald
- Abstract
We develop analytical models to assist negotiators in formulating offers in a concession-based negotiation process. Our approach is based on plausible requirements for offers formulated in terms of utility values for both the negotiator making the offer and the opponent receiving it. These requirements include value creation, reciprocity, and the fact that an offer actually leads to concessions. Trade-offs between their own and the opponent's utilities can be formulated by negotiators and define a search path in the utility space. Solutions along this search path are then mapped back into the issue space to generate actual offers. We present and discuss several variants of optimization models to generate such offers and illustrate them with an numerical example.
- Subjects
CONCESSION bargaining; NEGOTIATION; MATHEMATICAL models; UTILITY theory; MATHEMATICAL optimization; NUMERICAL analysis
- Publication
Group Decision & Negotiation, 2014, Vol 23, Issue 1, p71
- ISSN
0926-2644
- Publication type
Article
- DOI
10.1007/s10726-012-9329-z