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Modeling Integrative, Multiple Issue Bargaining

Author

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  • Sunil Gupta

    (Graduate School of Business, Columbia University, New York, New York 10027)

Abstract

Integrative, multiple issue bargaining can be expected to characterize many decision making situations in marketing. In this paper we present a mathematical model specifically appropriate to such negotiations. The central features of the model are: (i) the close relation of the structure of the model to integrative, multiple issue bargaining, (ii) the importance of the reference point as a determinant of the final outcome, and (iii) the property of the solution which implies that the balance of overall power is maintained at the final outcome. The equivalence of this model to an axiomatic model of cooperative bargaining is also shown. Regarding the model's predictive ability, results of the reported multiple issue bargaining experiment provide initial support.

Suggested Citation

  • Sunil Gupta, 1989. "Modeling Integrative, Multiple Issue Bargaining," Management Science, INFORMS, vol. 35(7), pages 788-806, July.
    • Handle: RePEc:inm:ormnsc:v:35:y:1989:i:7:p:788-806
    DOI: 10.1287/mnsc.35.7.788
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    Citations

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    Cited by:

    1. Rudolf Vetschera & Michael Filzmoser & Ronald Mitterhofer, 2014. "An Analytical Approach to Offer Generation in Concession-Based Negotiation Processes," Group Decision and Negotiation, Springer, vol. 23(1), pages 71-99, January.
    2. May Tajima & Niall M. Fraser, 2001. "Logrolling Procedure for Multi-Issue Negotiation," Group Decision and Negotiation, Springer, vol. 10(3), pages 217-235, May.
    3. Villas-Boas, Sofia B & Klapper, Daniel & Draganska, Michaela, 2010. "A Larger Slice or a Larger Pie? Investigating Margins in the Distribution Channel," Department of Agricultural & Resource Economics, UC Berkeley, Working Paper Series qt064044x8, Department of Agricultural & Resource Economics, UC Berkeley.
    4. Michaela Draganska & Daniel Klapper & Sofia B. Villas-Boas, 2010. "A Larger Slice or a Larger Pie? An Empirical Investigation of Bargaining Power in the Distribution Channel," Marketing Science, INFORMS, vol. 29(1), pages 57-74, 01-02.
    5. Katrin Zulauf & Ralf Wagner, 2021. "Negotiation Power and the Impact of Gender Differences," Businesses, MDPI, vol. 1(3), pages 1-9, December.
    6. Raith, Matthias G., 2000. "Fair-negotiation procedures," Mathematical Social Sciences, Elsevier, vol. 39(3), pages 303-322, May.
    7. Raith, Matthias G., 2017. "Fair negotiation procedures," Center for Mathematical Economics Working Papers 300, Center for Mathematical Economics, Bielefeld University.
    8. Katrin Zulauf & Ralf Wagner, 2023. "Countering Negotiation Power Asymmetries by Using the Adjusted Winner Algorithm," SN Operations Research Forum, Springer, vol. 4(1), pages 1-20, March.
    9. Paul W. Thurner & Eric Linhart, 2004. "Political Multilevel Negotiations and Issue Linkage During an EU Intergovernmental Conference: An Empirical Application," Computational and Mathematical Organization Theory, Springer, vol. 10(3), pages 243-266, November.
    10. Gregory E. Kersten, 2001. "Modeling Distributive and Integrative Negotiations. Review and Revised Characterization," Group Decision and Negotiation, Springer, vol. 10(6), pages 493-514, November.
    11. Angur, Madhukar G. & Lotfi, Vahid & Sarkis, Joseph, 1996. "A hybrid conjoint measurement and bi-criteria model for a two group negotiation problem," Socio-Economic Planning Sciences, Elsevier, vol. 30(3), pages 195-206, September.
    12. Amparo Mármol & Clara Ponsatí, 2008. "Bargaining over multiple issues with maximin and leximin preferences," Social Choice and Welfare, Springer;The Society for Social Choice and Welfare, vol. 30(2), pages 211-223, February.
    13. Jaume García Segarra & Miguel Ginés Vilar, 2011. "Weighted Proportional Losses Solution," ThE Papers 10/21, Department of Economic Theory and Economic History of the University of Granada..
    14. Amparo M. Mármol Conde & Clara Ponsatí Obiols, 2006. "Bargaining Multiple Issues with Leximin Preferences," Economic Working Papers at Centro de Estudios Andaluces E2006/05, Centro de Estudios Andaluces.
    15. Zhang, Junyi & Timmermans, Harry & Borgers, Aloys & Wang, Donggen, 2004. "Modeling traveler choice behavior using the concepts of relative utility and relative interest," Transportation Research Part B: Methodological, Elsevier, vol. 38(3), pages 215-234, March.
    16. Chwolka, Anne & Raith, Matthias G., 2001. "Group preference aggregation with the AHP - implications for multiple-issue agendas," European Journal of Operational Research, Elsevier, vol. 132(1), pages 176-186, July.
    17. L. Monroy & V. Rubiales & A. M. Mármol, 2017. "The conservative Kalai–Smorodinsky solution for multiple scenario bargaining," Annals of Operations Research, Springer, vol. 251(1), pages 285-299, April.

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