Abstract
ABSTRACT. Any interaction involving individuals, whose objectives are conflicting with each other,may establish a negotiation process. In a negotiation, each party should develop his/her own strategy and,normally, a win-lose vision is frequently adopted. The main consequence of this behavior is a result, inwhich both parties lose, especially when the negotiation involves more than one aspect, such as negotia-tions resulting from purchases of material for construction i ndustry, where aspects like price, quality andlead-time should be considered. Most of the negotiation involving construction industry adopts a win-losevision; and, commonly, only the issue price is considered.The goal of this paper is to propose a frameworkto support negotiations between two parties (buyer and seller) in the supply chain of construction industry.The combination of a win-win strategy with a multicriteria analysis pr oduces a best compromise solutionfor both parties. A simulation of negotiation using realistic data is presented.
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