IDEAS home Printed from https://ideas.repec.org/h/spr/oprchp/978-3-540-32539-0_122.html
   My bibliography  Save this book chapter

The Impact of Preference Structures in Multi-Issue Negotiations — an Empirical Analysis

In: Operations Research Proceedings 2005

Author

Listed:
  • Rudolf Vetschera

    (University of Vienna)

Abstract

4 Conclusions Most of the hypotheses we have tested seem to be rather straightforward: when negotiators consider an attribute to be more important, it is quite natural that they negotiate tougher regarding this attribute and obtain better outcomes than negotiators who do not really care about an attribute. The important conclusion of this paper is that the multi-attribute utility functions elicited in Inspire really reflect these attitudes of negotiators. Even in cases where the utility functions contradict the case descriptions, e.g. when a buyer has a monotonically increasing utility function for price and thus assigns higher utility to a higher price, the actual behavior reflects the utility function, and not the more natural case description. Thus we can conclude that multi-attribute utility functions as used in Inspire can really capture the preferences of negotiators, even when they seem to be quite odd. This is an important and positive message concerning the possibility to use analytical tools for negotiation support. When the preferences which really guide a negotiator’s behavior can be captured with sufficient precision in a utility function, such a utility function can also be used to provide substantial and useful advise to a negotiator.

Suggested Citation

  • Rudolf Vetschera, 2006. "The Impact of Preference Structures in Multi-Issue Negotiations — an Empirical Analysis," Operations Research Proceedings, in: Hans-Dietrich Haasis & Herbert Kopfer & Jörn Schönberger (ed.), Operations Research Proceedings 2005, pages 779-784, Springer.
    • Handle: RePEc:spr:oprchp:978-3-540-32539-0_122
    DOI: 10.1007/3-540-32539-5_122
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:oprchp:978-3-540-32539-0_122. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.