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An analytic basis for decision support in negotiations

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  • Gregory E. Kersten
  • Wojtek Michalowski
  • David Cray
  • Ian Lee

Abstract

Mediators increase the effectiveness of negotiation processes. The art of mediation includes interpersonal skills, ability to convince, and proficiency in argumentation. The science of mediation represents an analytical approach to problem solving, a systematic analysis of the process, of players' positions, and of their goals, aspirations, and concessions. Analytical tools for mediation can be used by mediators, but these tools can also support negotiators in their analysis, verification of their positions, and choices. The knowledge of effective and safe alternatives, of sets of compromises, and the knowledge of the possible outcomes of concessions may be used to develop an effective strategy and to increase a negotiator's bargaining power. Models to analyze alternatives, to verify concessions made by the opponents, to determine effective alternatives, and to search for solutions that yield mutual gains, to aggregate opponents' proposals, to look for coalition members, and to simulate some of the actions of a mediator are discussed in the article.

Suggested Citation

  • Gregory E. Kersten & Wojtek Michalowski & David Cray & Ian Lee, 1991. "An analytic basis for decision support in negotiations," Naval Research Logistics (NRL), John Wiley & Sons, vol. 38(5), pages 743-761, October.
    • Handle: RePEc:wly:navres:v:38:y:1991:i:5:p:743-761
    DOI: 10.1002/1520-6750(199110)38:53.0.CO;2-R
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    References listed on IDEAS

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    1. Kersten, Gregory E. & Szapiro, Tomasz, 1986. "Generalized approach to modeling negotiations," European Journal of Operational Research, Elsevier, vol. 26(1), pages 142-149, July.
    2. Frederick W. Winter, 1985. "An Application of Computerized Decision Tree Models in Management-Union Bargaining," Interfaces, INFORMS, vol. 15(2), pages 74-80, April.
    3. Pekka Korhonen & Herbert Moskowitz & Jyrki Wallenius & Stanley Zionts, 1986. "An interactive approach to multiple criteria optimization with multiple decision‐makers," Naval Research Logistics Quarterly, John Wiley & Sons, vol. 33(4), pages 589-602, November.
    4. Gerardine DeSanctis & R. Brent Gallupe, 1987. "A Foundation for the Study of Group Decision Support Systems," Management Science, INFORMS, vol. 33(5), pages 589-609, May.
    5. Jarke, Matthias & Jelassi, M. Tawfik & Shakun, Melvin F., 1987. ": Towards a negotiation support system," European Journal of Operational Research, Elsevier, vol. 31(3), pages 314-334, September.
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    Cited by:

    1. Wachowicz, Tomasz & Roszkowska, Ewa, 2022. "Can holistic declaration of preferences improve a negotiation offer scoring system?," European Journal of Operational Research, Elsevier, vol. 299(3), pages 1018-1032.

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