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Two-Party Negotiation Modeling: An Integrated Fuzzy Logic Approach

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  • Ayman M. Wasfy

    (University of Central Florida, P.)

  • Yasser A. Hosni

    (University of Central Florida, P.)

Abstract

Game theoretic models attempted to predict unique equilibrium outcomes of negotiations with limited success. The imprecise character of negotiation is often altered to fit the game theorist's exacting approach. Alternative models deviated from the formal game theoretic approach and attempted to accommodate concepts such as negotiator power and time pressure. In this paper, we introduce a model which uses a fuzzy logic approach to deal with the imprecision in the negotiation process and to integrate several negotiation theories. The new model is used to simulate multiple-issue, two-party negotiations and results are consistent with established negotiation theories.

Suggested Citation

  • Ayman M. Wasfy & Yasser A. Hosni, 1998. "Two-Party Negotiation Modeling: An Integrated Fuzzy Logic Approach," Group Decision and Negotiation, Springer, vol. 7(6), pages 491-518, November.
    • Handle: RePEc:spr:grdene:v:7:y:1998:i:6:d:10.1023_a:1008615011578
    DOI: 10.1023/A:1008615011578
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    References listed on IDEAS

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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. James K. Sebenius, 1992. "Negotiation Analysis: A Characterization and Review," Management Science, INFORMS, vol. 38(1), pages 18-38, January.
    3. Nash, John, 1953. "Two-Person Cooperative Games," Econometrica, Econometric Society, vol. 21(1), pages 128-140, April.
    4. Rubinstein, Ariel, 1991. "Comments on the Interpretation of Game Theory," Econometrica, Econometric Society, vol. 59(4), pages 909-924, July.
    5. P. V. (Sundar) Balakrishnan & Jehoshua Eliashberg, 1995. "An Analytical Process Model of Two-Party Negotiations," Management Science, INFORMS, vol. 41(2), pages 226-243, February.
    6. Oliver, Richard L. & Balakrishnan, P. V. (Sundar) & Barry, Bruce, 1994. "Outcome Satisfaction in Negotiation: A Test of Expectancy Disconfirmation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 60(2), pages 252-275, November.
    7. Nash, John, 1950. "The Bargaining Problem," Econometrica, Econometric Society, vol. 18(2), pages 155-162, April.
    8. Peter J.D. Carnevale & Edward J. Lawler, 1986. "Time Pressure and the Development of Integrative Agreements in Bilateral Negotiations," Journal of Conflict Resolution, Peace Science Society (International), vol. 30(4), pages 636-659, December.
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    Cited by:

    1. Badredine Arfi, 2006. "Linguistic Fuzzy-Logic Social Game of Cooperation," Rationality and Society, , vol. 18(4), pages 471-537, November.
    2. Ewa Roszkowska & Tom R. Burns, 2010. "Fuzzy Bargaining Games: Conditions of Agreement, Satisfaction, and Equilibrium," Group Decision and Negotiation, Springer, vol. 19(5), pages 421-440, September.

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