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Negotiating wisely: Considerations based on MCDM/MAUT

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  • Wang, Jingguo
  • Zionts, Stanley

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  • Wang, Jingguo & Zionts, Stanley, 2008. "Negotiating wisely: Considerations based on MCDM/MAUT," European Journal of Operational Research, Elsevier, vol. 188(1), pages 191-205, July.
    • Handle: RePEc:eee:ejores:v:188:y:2008:i:1:p:191-205
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    1. Bazerman, Max H. & Magliozzi, Thomas & Neale, Margaret A., 1985. "Integrative bargaining in a competitive market," Organizational Behavior and Human Decision Processes, Elsevier, vol. 35(3), pages 294-313, June.
    2. Tversky, Amos & Kahneman, Daniel, 1992. "Advances in Prospect Theory: Cumulative Representation of Uncertainty," Journal of Risk and Uncertainty, Springer, vol. 5(4), pages 297-323, October.
    3. Amos Tversky & Daniel Kahneman, 1991. "Loss Aversion in Riskless Choice: A Reference-Dependent Model," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 106(4), pages 1039-1061.
    4. Kristensen, Henrik & Garling, Tommy, 1997. "Determinants of buyers' aspiration and reservation price," Journal of Economic Psychology, Elsevier, vol. 18(5), pages 487-503, September.
    5. Charnes, A. & Cooper, W. W. & Rhodes, E., 1978. "Measuring the efficiency of decision making units," European Journal of Operational Research, Elsevier, vol. 2(6), pages 429-444, November.
    6. Van Poucke, Dirk & Buelens, Marc, 2002. "Predicting the outcome of a two-party price negotiation: Contribution of reservation price, aspiration price and opening offer," Journal of Economic Psychology, Elsevier, vol. 23(1), pages 67-76, February.
    7. Northcraft, Gregory B. & Neale, Margaret A., 1987. "Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 39(1), pages 84-97, February.
    8. Daniel Kahneman & Amos Tversky, 2013. "Prospect Theory: An Analysis of Decision Under Risk," World Scientific Book Chapters, in: Leonard C MacLean & William T Ziemba (ed.), HANDBOOK OF THE FUNDAMENTALS OF FINANCIAL DECISION MAKING Part I, chapter 6, pages 99-127, World Scientific Publishing Co. Pte. Ltd..
    9. Wang, Jingguo & Zionts, Stanley, 2006. "The aspiration level interactive method (AIM) reconsidered: Robustness of solutions," European Journal of Operational Research, Elsevier, vol. 175(2), pages 948-958, December.
    10. Stanley Zionts & Jyrki Wallenius, 1976. "An Interactive Programming Method for Solving the Multiple Criteria Problem," Management Science, INFORMS, vol. 22(6), pages 652-663, February.
    11. Henrik Kristensen & Tommy Gärling, 2000. "Anchor Points, Reference Points, and Counteroffers in Negotiations," Group Decision and Negotiation, Springer, vol. 9(6), pages 493-505, November.
    12. Kahneman, Daniel, 1992. "Reference points, anchors, norms, and mixed feelings," Organizational Behavior and Human Decision Processes, Elsevier, vol. 51(2), pages 296-312, March.
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    Cited by:

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    4. Hernandez-Perdomo, Elvis A. & Mun, Johnathan & Rocco S., Claudio M., 2017. "Active management in state-owned energy companies: Integrating a real options approach into multicriteria analysis to make companies sustainable," Applied Energy, Elsevier, vol. 195(C), pages 487-502.
    5. Zhang, Linlan & Song, Haigang & Chen, Xueguang & Hong, Liu, 2011. "A simultaneous multi-issue negotiation through autonomous agents," European Journal of Operational Research, Elsevier, vol. 210(1), pages 95-105, April.
    6. Mostafaeipour, Ali & Alvandimanesh, Marzieh & Najafi, Fatemeh & Issakhov, Alibek, 2021. "Identifying challenges and barriers for development of solar energy by using fuzzy best-worst method: A case study," Energy, Elsevier, vol. 226(C).
    7. Doraid Dalalah & Mohammad Al-Tahat & Khaled Bataineh, 2012. "Mutually dependent multi-criteria decision making," Fuzzy Information and Engineering, Springer, vol. 4(2), pages 195-216, June.
    8. Nejc Trdin & Marko Bohanec, 2018. "Extending the multi-criteria decision making method DEX with numeric attributes, value distributions and relational models," Central European Journal of Operations Research, Springer;Slovak Society for Operations Research;Hungarian Operational Research Society;Czech Society for Operations Research;Österr. Gesellschaft für Operations Research (ÖGOR);Slovenian Society Informatika - Section for Operational Research;Croatian Operational Research Society, vol. 26(1), pages 1-41, March.
    9. Eric Levin & Gwilym Pryce, 2011. "A Disequilibrium Model of the Market for Houses: Implicit Selling Time as a Signal of Optimal Holding Periods and Buyer Valuation," Urban Studies, Urban Studies Journal Limited, vol. 48(11), pages 2249-2263, August.
    10. Kumar, Abhishek & Sah, Bikash & Singh, Arvind R. & Deng, Yan & He, Xiangning & Kumar, Praveen & Bansal, R.C., 2017. "A review of multi criteria decision making (MCDM) towards sustainable renewable energy development," Renewable and Sustainable Energy Reviews, Elsevier, vol. 69(C), pages 596-609.

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