MCDM'16 - paper no. 6

 

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AN IMPACT OF NEGOTIATION PROFILES ON THE ACCURACY OF NEGOTIATION OFFER SCORING SYSTEM - EXPERIMENTAL STUDY

Gregory Kersten, Ewa Roszkowska, Tomasz Wachowicz

Abstract:

In this paper an impact of the party's negotiation profile on the misperception of the preferential information provided to the negotiating parties is studied. In particular, the problems with determining an adequate and preferentially correct negotiation offer scoring system is analyzed, when the parties are supported in their decision analyses by means of the SAW technique. In the analyses we use the negotiation data from bilateral negotiation experiments conducted by means of the Inspire negotiation support system. To determine the negotiators' profiles the Thomas-Kilmann Conflict Mode Instrument was used, which allows to describe their general negotiation approach using two dimensions of assertiveness and cooperativeness. The accuracy of scoring systems was defined as the extent to which the negotiator's individual scoring system (agent's system) is concordant to the preferential information provided by the negotiator's superior (principal's system) in the form of verbal and graphical descriptions, and measured by means of ordinal and cardinal accuracy indexes.

Keywords:

negotiation profile, Thomas-Kilmann Conflict Mode Instrument, SAW, SMART, negotiation offer scoring system, preferences, electronic negotiation.

Reference index:

Gregory Kersten, Ewa Roszkowska, Tomasz Wachowicz, (2016), AN IMPACT OF NEGOTIATION PROFILES ON THE ACCURACY OF NEGOTIATION OFFER SCORING SYSTEM - EXPERIMENTAL STUDY, Multiple Criteria Decision Making (11), pp. 77-103

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Scopus citations in 2 paper(s):
  1. Kersten, G. E., Roszkowska, E., & Wachowicz, T. (2018). Representative decision-making and the propensity to use round and sharp numbers in preference specification doi:10.1007/978-3-319-92874-6_4
  2. Wachowicz, T., Kersten, G. E., & Roszkowska, E. (2019). How do I tell you what I want? Agent's interpretation of principal's preferences and its impact on understanding the negotiation process and outcomes. Operational Research, doi:10.1007/s12351-018-00448-y