Negotiation and Arbitration Support with Analytic Hierarchical Process

• Autorzy: Tomasz Wachowicz
• Języki publikacji: EN

Abstrakty

EN

While preparing to negotiations, the negotiating parties usually concentrate on the behavioral aspects of them. They consider various negotiations strategies, tactics, actions and responses believed to be the key factors that allow them to achieve their goals. They pay not enough attention to the adequate definition of their objectives and to the consideration of how to balance shortages in one objective with excesses of the others when it is impossible to achieve the aspiration or reservation values on the individual criteria. In the paper we consider the PrOACT approach presented by Hammond, Luce and Raiffa to structure the negotiation goals and to score and analyze the negotiation template. We also try to incorporate the AHP procedures in the process of offer evaluation that allow us to avoid simple assigning of the scores to the issues and resolutions. We believe this is important especially for the decision makers who are not skilled in the formal analysis and perceive the assigning as unclear and complicated. After the evaluation of the offers we focus on the search of the fair compromise by means of a well known game theory approach. Finally we return to AHP which allows us to find a fair compromise in the situation where the negotiation strengths of the parties are not equal. (original abstract)

Słowa kluczowe

EN

Negotiation analysis; Negotiations; Game theory; Analytic Hierarchy Process (AHP)

PL

Analiza negocjacyjna; Negocjacje; Teoria gier; Analityczny proces hierarchiczny

• Czasopismo: Multiple Criteria Decision Making / University of Economics in Katowice
• Rocznik: 2008
• Tom: 3
• Strony: 233--250

Twórcy

autor

Tomasz Wachowicz

• University of Economics in Katowice, Poland

Bibliografia

• Fisher R., Patton B., Ury W.: Getting to Yes. Negotiating Agreement without Giving in. Harvard Business School Publishing, Boston1991.
• Forman E., Saaty T., Selly M.A., Waldron R: Expert Choice. Decision Support Software. McLean 1983.
• Forman E., Selly M.A.: Decision by Objectives. World Scientific Publishing, Singapore 2001.
• Hammond J.S., Keeney R.L., Raiffa H.: Smart Choices. Broadway Books, New York 1999.
• Hordijk L.: Use of the RAINS Model in Acid Rains Negotiation in Europe. "Environmental Science Technology" 1991, 25(4).
• Kersten G.: E-Negotiation Systems: Interaction of People and Technologies to Resolve Conflicts. "InterNeg Research Papers" 2004, INR, 08/04.
• Koehne F., Schoop M., Staskiewicz D.: Decision Support in Electronic Negotiation Systems - New Challenges. 2004.
• V. Kremenyuk (ed.): International Negotiation: Analysis, Approaches, Issues. Jossey-Bass, San Francisco 2002.
• Lax D., Sebenius J.: 3-d Negotiation. Powerful Tools to Change the Game in Your Most Important Deals. Harvard Business School Publishing, Boston 2006.
• Lewicki R., Saunders D., Barry B., Minton J.: Essentials of Negotiations. McGraw-Hill, New York 2003.
• Raiffa H.: The Art and Science of Negotiation. Harvard University Press, Cambridge 1982.
• Raiffa H., Richardson J., Metcalfe D.: Negotiation Analysis. The Belknap Press of Harvard University Press, Cambridge 2002.
• Saaty T.: The Seven Pillars of The Analytic Hierarchy Process. In: Multiple Criteria Decision Making in the New Millennium. Ed. M. Köksalan. Proceedings of the 15th International Conference. "Lecture Notes Econ. Math. Syst.", 507, MCDM, Springer, Berlin 2001.
• Schoop M., Jertila A., List T.: Negoisst: a Negotiation Support System for Electronic Business-To-Business Negotiations in E-commerce. "Data & Knowledge Engineering" 2003, 47, pp. 371-401.
• Sebenius J.: Negotiating the Law of the Sea. Harvard University Press, Cambridge 1984.
• Wachowicz T.: Application of Multiple Attribute Stochastic Dominance to Selection of Negotiation Strategies in E-negotiations. In: Multiple Attribute Decision Making '05. Ed. T. Trzaskalik. The Karol Adamiecki University of Economics Press, Katowice 2006.
• P. Young (ed.): Negotiation Analysis. The University of Michigan Press, 1992.