Abstract
Negotiation scoring systems are fundamental tools used in negotiation support to facilitate parties searching for negotiation agreement and analyzing its efficiency and fairness. Such a scoring system is obtained in prenegotiation by implementing selected multiple criteria decision-aiding methods to elicit the negotiator’s preferences precisely and ensure that the support is reliable. However, the methods classically used in the preference elicitation require much cognitive effort from the negotiators, and hence, do not prevent them from using heuristics and making simple errors that result in inaccurate scoring systems. This paper aims to develop an alternative tool that allows scoring the negotiation offers by implementing a sorting approach and the reference set of limiting profiles defined individually by the negotiators in the form of complete packages. These limiting profiles are evaluated holistically and verbally by the negotiator. Then the fuzzy decision model is built that uses the notion of increasing the preference granularity by introducing a series of limiting sub-profiles for corresponding sub-categories of offers. This process is performed automatically by the support algorithm and does not require any additional preferential information from the negotiator. A new method of generating reference fuzzy scores to allow a detailed assignment of any negotiation offer from feasible negotiation space to clusters and sub-clusters is proposed. Finally, the efficient frontier and Nash’s fair division are used to identify the recommended packages for negotiation in the bargaining phase. This new approach allows negotiators to obtain economically efficient, fair, balanced, and reciprocated agreements while minimizing information needs and effort.
Highlights
Negotiation is a complex process in which two or more parties with mixed interests resolve their common decision-making problem [1]
With the development of a new method of generating a set of negotiation issues on the basis of the sparse information obtained from negotiators expressed in fuzzy numbers
A limitation of the developed model is its bilateral nature. At this stage of the research, the authors did not assume the possibility of more than two parties to the negotiation. Another limitation of the model concerns the use of only triangular fuzzy numbers
Summary
Negotiation is a complex process in which two or more parties with mixed interests resolve their common decision-making problem [1]. In the prenegotiations, the parties should be able to jointly define their negotiation problem and formalize the preferences so that the offers to come in bargaining phase could be evaluated, the concessions measured, and their reciprocity confirmed, which could lead them to the identification of commonly accepted satisfying and fair agreement For this reason, the theory of negotiation analysis offers a series of support protocols, algorithms and methods that facilitate the negotiators in their prenegotiation activities [5]. The recent experiments on the prenegotiation support efficiency still report on the problems with an adequate template definition and scoring systems design, which is very often linked to the negotiators’ limited cognitive capabilities, insufficient numerical intelligence, or information processing styles that are biased and prone to use heuristics instead of rational reasoning, and their negative impact on negotiation progress and results [9,10,11] This shows a need for designing new, cognitively easier, and more accessible approaches to support negotiators in preference elicitation and evaluation (individual and mutual) of the negotiation space
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