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Restructurable Representations of Negotiation

Author

Listed:
  • Gregory E. Kersten

    (Decision Analysis Laboratory, School of Business, Carleton University, Ottawa, Ontario, Canada K1S 5B6)

  • Wojtek Michalowski

    (Decision Analysis Laboratory, School of Business, Carleton University, Ottawa, Ontario, Canada K1S 5B6)

  • Stan Szpakowicz

    (Department of Computer Science, University of Ottawa, Ottawa, Ontario, Canada K1N 6N5)

  • Zbig Koperczak

    (Department of Computer Science, University of Ottawa, Ottawa, Ontario, Canada K1N 6N5)

Abstract

The paper introduces restructurable modelling of negotiation aimed at supporting decision situations with an evolving structure. The theoretical framework of such models is presented by means of a rule-based formalism. This framework encompasses both qualitative and quantitative models, and the use of multiple procedures for solving the negotiation problem, adjusting the solution, and restructuring the problem representation. A hypothetical example of a house purchase is given to illustrate the discussion. The implications of the study for future directions of research on negotiation modelling and support are presented.

Suggested Citation

  • Gregory E. Kersten & Wojtek Michalowski & Stan Szpakowicz & Zbig Koperczak, 1991. "Restructurable Representations of Negotiation," Management Science, INFORMS, vol. 37(10), pages 1269-1290, October.
    • Handle: RePEc:inm:ormnsc:v:37:y:1991:i:10:p:1269-1290
    DOI: 10.1287/mnsc.37.10.1269
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    Citations

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    Cited by:

    1. Teich, Jeffrey E. & Wallenius, Hannele & Wallenius, Jyrki & Zionts, Stanley, 1996. "Identifying Pareto-optimal settlements for two-party resource allocation negotiations," European Journal of Operational Research, Elsevier, vol. 93(3), pages 536-549, September.
    2. Vetschera, Rudolf, 1992. "Composite alternatives in group decision support," Discussion Papers, Series I 262, University of Konstanz, Department of Economics.
    3. Mareike Schoop & Marije Amelsvoort & Johannes Gettinger & Michael Koerner & Sabine T. Koeszegi & Per Wijst, 2014. "The Interplay of Communication and Decisions in Electronic Negotiations: Communicative Decisions or Decisive Communication?," Group Decision and Negotiation, Springer, vol. 23(2), pages 167-192, March.
    4. Dror, Moshe & Shakun, Melvin F., 1996. "Bifurcation and adaptation in evolutionary interactive multiobjective linear programming," European Journal of Operational Research, Elsevier, vol. 93(3), pages 602-610, September.
    5. John Zeleznikow, 2021. "Using Artificial Intelligence to provide Intelligent Dispute Resolution Support," Group Decision and Negotiation, Springer, vol. 30(4), pages 789-812, August.
    6. Melvin F. Shakun, 2009. "Connectedness Problem Solving and Negotiation," Group Decision and Negotiation, Springer, vol. 18(2), pages 89-117, March.

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