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Learning about preferences in electronic negotiations - A volume-based measurement method


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  • Vetschera, Rudolf
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    To create an integrative solution in a bargaining problem, negotiators need to have information about each other's preferences. Empirical negotiation research therefore requires methods to measure the extent to which information about preferences is available during a negotiation. We propose such a method based on Starr's domain criterion, which was originally developed for sensitivity analysis in decision making. Our method provides indices for the amount of preference information that can be inferred both in negotiations reaching an agreement and negotiations where an agreement was not (yet) reached. To test the external validity of our proposed measures, we conduct an empirical study which shows that the proposed measures exhibit positive relationships to the success of negotiations as well as to the efficiency of outcomes that would be expected according to negotiation theory.

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    Article provided by Elsevier in its journal European Journal of Operational Research.

    Volume (Year): 194 (2009)
    Issue (Month): 2 (April)
    Pages: 452-463

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    Handle: RePEc:eee:ejores:v:194:y:2009:i:2:p:452-463

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    Keywords: Group decisions and negotiations Learning Incomplete information Domain criterion;


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    1. Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
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    8. Vetschera, Rudolf, 2000. "A multi-criteria agency model with incomplete preference information," European Journal of Operational Research, Elsevier, vol. 126(1), pages 152-165, October.
    9. Thompson, Leigh & DeHarpport, Terri, 1994. "Social Judgment, Feedback, and Interpersonal Learning in Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 58(3), pages 327-345, June.
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    11. Arunachalam, Vairam & Dilla, William N., 1995. "Judgment Accuracy and Outcomes in Negotiation: A Causal Modeling Analysis of Decision-Aiding Effects," Organizational Behavior and Human Decision Processes, Elsevier, vol. 61(3), pages 289-304, March.
    12. Janice Nadler & Leigh Thompson & Leaf Van Boven, 2003. "Learning Negotiation Skills: Four Models of Knowledge Creation and Transfer," Management Science, INFORMS, vol. 49(4), pages 529-540, April.
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    15. James K. Sebenius, 1992. "Negotiation Analysis: A Characterization and Review," Management Science, INFORMS, vol. 38(1), pages 18-38, January.
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    Cited by:
    1. Vetschera, Rudolf & Weitzl, Wolfgang & Wolfsteiner, Elisabeth, 2014. "Implausible alternatives in eliciting multi-attribute value functions," European Journal of Operational Research, Elsevier, vol. 234(1), pages 221-230.


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