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Dynamic Plots in Virtual Negotiations

Author

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  • Giampiero E.G. Beroggi

    (Delft University of Technology)

Abstract

Advanced information and communications technology provides the basis for continuous monitoring of, and rapid data exchange about, crucial operations. Of special interest are those conflict situations where organizations continuously readjust mutually affecting decisions, considering the competitors' choices, but without communicating verbally. An example refers to trucking companies who base their decisions, which trucks to assign to different routes, on the competitors' assignments. To support the decision process for these types of virtual negotiation settings, a new dynamic plot approach is proposed. Dynamic plots can be used to visualize the decision topology of all parties and the impact of making a decision on all parties. Of special interest in this paper are dynamic plots with an individual stability equilibrium, where competitors do not revise their decisions unless a change in the market occurs. Dynamic plots for 2 × 2 conflict situations are discussed first, followed by a discussion of 3 × 3 conflict situations. The paper closes with a discussion of a computer implementation and empirical evidence of virtual negotiations with dynamic plots. The results of these virtual negotiations suggest that dynamic plots stimulate virtual negotiations and support efficiency, equity, and system optimum for these types of real-time negotiations.

Suggested Citation

  • Giampiero E.G. Beroggi, 2000. "Dynamic Plots in Virtual Negotiations," Computational and Mathematical Organization Theory, Springer, vol. 6(2), pages 171-190, July.
    • Handle: RePEc:spr:comaot:v:6:y:2000:i:2:d:10.1023_a:1009685302982
    DOI: 10.1023/A:1009685302982
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    References listed on IDEAS

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    1. Tomas Klos, "undated". "Decentralized Interaction and Co-adaptation in the Repeated Prisoner's Dilemma," Computing in Economics and Finance 1997 88, Society for Computational Economics.
    2. Ronald S. Burt, 1999. "Private Games are too Dangerous," Computational and Mathematical Organization Theory, Springer, vol. 5(4), pages 311-341, December.
    3. Giampiero E.G. Beroggi & Pitu B. Mirchandani, 2000. "Negotiation and Equilibria in User Competition for Resources: A Dynamic Plot Approach," Computational and Mathematical Organization Theory, Springer, vol. 6(1), pages 61-82, May.
    4. Jeryl L. Mumpower, 1991. "The Judgment Policies of Negotiators and the Structure of Negotiation Problems," Management Science, INFORMS, vol. 37(10), pages 1304-1324, October.
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    Cited by:

    1. Giampiero E.G. Beroggi & Pitu B. Mirchandani, 2000. "Negotiation and Equilibria in User Competition for Resources: A Dynamic Plot Approach," Computational and Mathematical Organization Theory, Springer, vol. 6(1), pages 61-82, May.
    2. Franco, L. Alberto & Hämäläinen, Raimo P. & Rouwette, Etiënne A.J.A. & Leppänen, Ilkka, 2021. "Taking stock of behavioural OR: A review of behavioural studies with an intervention focus," European Journal of Operational Research, Elsevier, vol. 293(2), pages 401-418.
    3. Giampiero E.G. Beroggi, 2000. "An Experimental Investigation of Virtual Negotiations with Dynamic Plots," Group Decision and Negotiation, Springer, vol. 9(5), pages 415-429, September.

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