Model wspomagania mediatora w negocjacjach dwustronnych : część I

• Autorzy: Tomasz Wachowicz

Warianty tytułu

A Model for Supporting Mediator in Bilateral Negotiations : Part I

• Języki publikacji: PL

Abstrakty

W pracy przedstawiono model wspomagania mediatora, w którym uwzględniono podstawowe czynniki behawioralne wpływające na przebieg i wynik negocjacji. Zaprezentowano dwumodułową strukturę modelu. Omówiono procedury formalne, zaimplementowane w pierwszym module funkcjonalnym odpowiadającym za identyfikacje profilów psychologicznych negocjatorów oraz przedstawiono przykad numeryczny ilustrujący funkcjonowanie modułu.

EN

The paper considers a model for supporting mediator in bilateral negotiations with respect to the main factors that influence negotiation process and outcomes. The results of the research on behavioral approach which identify these factors are presented. Next general framework of the model, which consists of two separate modules, is presented. A short introduction concerning both modules is given. The first module is to identify negotiators' personal characteristics that comprise their psychological profiles. The second one is to determine the efficient mix of negotiation strategies that will lead them to the efficient outcomes. Then, a detail description of the first module is given. The formal statistical procedures for identification of the individual psychological profiles with different clustering methods are considered. Finally, a numerical example is presented that shows the application of the first module into the psychological profiles identification process. This example is based on the eNS Inspire data set of the negotiation experiments conducted in the past.

Słowa kluczowe

PL

Negocjacje; Mediacje; Psychologia

EN

Negotiations; Mediation; Psychology

• Czasopismo: Badania Operacyjne i Decyzje
• Rocznik: 2004
• Numer: nr 3-4
• Strony: 99--115

Twórcy

autor

Tomasz Wachowicz

Bibliografia

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