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2011 | 6 | 238--260
Tytuł artykułu

Application of Topsis Methodology to the Scoring of Negotiation Issues Measured on the Ordinal Scale

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Języki publikacji
The aim of this paper is to apply TOPSIS method for negotiation support. The support we focus on concerns the pre-negotiation preparation and the process of negotiation template evaluation, which results in building a scoring system for the negotiation offers. Since the negotiation template may contain different types of criteria (negotiation issues), both quantitative (price, time) and qualitative (verbal description of warranty), the mechanisms of measuring distances for different types of data need to be incorporated into TOPSIS scoring procedure. We will use GDM (generalized distance measure) for interval and ordinal data. For weakly structured negotiation templates an alternative approach is proposed, one that does not use pair-wise comparisons of the evaluated alternatives. To illustrate the performance of TOPSIS in negotiation support we present a numerical example of business negotiations. (original abstract)
Opis fizyczny
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