MCDM'25 - paper no. 5
NEGOTIATION OFFER EVALUATION WITH MIDIA: INTEGRATING ASPIRATION AND RESERVATION LEVELS INTO SCORING SYSTEM
Ewa Roszkowska
Abstract:
Multi-issue negotiations require evaluating offers across multiple conflicting criteria, making decision-making complex and sensitive to negotiator's preferences. This paper aims to develop and apply the MIDIA (Multi-Criteria Method Integrating Distances to Ideal and Anti-Ideal Points) method as a novel scoring approach for multi-issue negotiation support. MIDIA integrates aspiration and reservation levels as ideal and anti-ideal benchmarks, enabling a balanced evaluation of offers, and introduces a flexible parameter α to regulate the relative emphasis between aspiration-driven and reservation-driven orientations, accommodating diverse negotiation strategies. This dual-referencepoint framework is behaviorally informed, reflecting empirical evidence that decision-makers naturally consider both positive and negative aspects when evaluating alternatives. Grounded in the classical Hurwicz criterion, MIDIA provides a psychologically realistic and adaptable framework for negotiation analysis. Using a case study involving three negotiation issues: price, delivery time, and warranty, ten supplier offers were assessed under different weighting schemes. The results demonstrate how MIDIA captures both the stability and sensitivity of offers to changes in preference orientation and criterion weighting. Comparative analysis shows strong consistency between MIDIA (α = 0.5) and the established TOPSIS method, while highlighting MIDIA's unique ability to flexibly balance aspiration and reservation perspectives. The findings confirm that MIDIA offers a transparent, adaptable, and behaviorally meaningful framework for negotiation support, with potential for further validation through empirical studies and systematic comparisons with other multicriteria decision-making methods.
Keywords:
multiple criteria decision making, reference points, negotiation scoring system, negotiation support
Reference index:
Ewa Roszkowska, (2025), NEGOTIATION OFFER EVALUATION WITH MIDIA: INTEGRATING ASPIRATION AND RESERVATION LEVELS INTO SCORING SYSTEM, Multiple Criteria Decision Making (19), pp. 92-122
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