IDEAS home Printed from https://ideas.repec.org/a/spr/grdene/v7y1998i6d10.1023_a1008615011578.html
   My bibliography  Save this article

Two-Party Negotiation Modeling: An Integrated Fuzzy Logic Approach

Author

Listed:
  • Ayman M. Wasfy

    (University of Central Florida, P.)

  • Yasser A. Hosni

    (University of Central Florida, P.)

Abstract

Game theoretic models attempted to predict unique equilibrium outcomes of negotiations with limited success. The imprecise character of negotiation is often altered to fit the game theorist's exacting approach. Alternative models deviated from the formal game theoretic approach and attempted to accommodate concepts such as negotiator power and time pressure. In this paper, we introduce a model which uses a fuzzy logic approach to deal with the imprecision in the negotiation process and to integrate several negotiation theories. The new model is used to simulate multiple-issue, two-party negotiations and results are consistent with established negotiation theories.

Suggested Citation

  • Ayman M. Wasfy & Yasser A. Hosni, 1998. "Two-Party Negotiation Modeling: An Integrated Fuzzy Logic Approach," Group Decision and Negotiation, Springer, vol. 7(6), pages 491-518, November.
    • Handle: RePEc:spr:grdene:v:7:y:1998:i:6:d:10.1023_a:1008615011578
    DOI: 10.1023/A:1008615011578
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1023/A:1008615011578
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1023/A:1008615011578?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Bazerman, Max H. & Magliozzi, Thomas & Neale, Margaret A., 1985. "Integrative bargaining in a competitive market," Organizational Behavior and Human Decision Processes, Elsevier, vol. 35(3), pages 294-313, June.
    2. James K. Sebenius, 1992. "Negotiation Analysis: A Characterization and Review," Management Science, INFORMS, vol. 38(1), pages 18-38, January.
    3. Nash, John, 1953. "Two-Person Cooperative Games," Econometrica, Econometric Society, vol. 21(1), pages 128-140, April.
    4. Rubinstein, Ariel, 1991. "Comments on the Interpretation of Game Theory," Econometrica, Econometric Society, vol. 59(4), pages 909-924, July.
    5. P. V. (Sundar) Balakrishnan & Jehoshua Eliashberg, 1995. "An Analytical Process Model of Two-Party Negotiations," Management Science, INFORMS, vol. 41(2), pages 226-243, February.
    6. Oliver, Richard L. & Balakrishnan, P. V. (Sundar) & Barry, Bruce, 1994. "Outcome Satisfaction in Negotiation: A Test of Expectancy Disconfirmation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 60(2), pages 252-275, November.
    7. Nash, John, 1950. "The Bargaining Problem," Econometrica, Econometric Society, vol. 18(2), pages 155-162, April.
    8. Peter J.D. Carnevale & Edward J. Lawler, 1986. "Time Pressure and the Development of Integrative Agreements in Bilateral Negotiations," Journal of Conflict Resolution, Peace Science Society (International), vol. 30(4), pages 636-659, December.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Badredine Arfi, 2006. "Linguistic Fuzzy-Logic Social Game of Cooperation," Rationality and Society, , vol. 18(4), pages 471-537, November.
    2. Ewa Roszkowska & Tom R. Burns, 2010. "Fuzzy Bargaining Games: Conditions of Agreement, Satisfaction, and Equilibrium," Group Decision and Negotiation, Springer, vol. 19(5), pages 421-440, September.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Johannes Spinnewijn & Frans Spinnewyn, 2015. "Revising claims and resisting ultimatums in bargaining problems," Review of Economic Design, Springer;Society for Economic Design, vol. 19(2), pages 91-116, June.
    2. Rubinstein, Ariel, 1992. "On the Interpretation of Two Theoretical Models of Bargaining," Foerder Institute for Economic Research Working Papers 275560, Tel-Aviv University > Foerder Institute for Economic Research.
    3. Ghosh, Dipankar, 2000. "Complementary arrangements of organizational factors and outcomes of negotiated transfer price," Accounting, Organizations and Society, Elsevier, vol. 25(7), pages 661-682, October.
    4. Jonathan Shalev, 2002. "Loss Aversion and Bargaining," Theory and Decision, Springer, vol. 52(3), pages 201-232, May.
    5. Curhan, Jared R. & Elfenbein, Hillary Anger & Xu, Heng, 2005. "What do People Value when they Negotiate? Mapping the Domain of Subjective Value in Negotiation," Working papers 18234, Massachusetts Institute of Technology (MIT), Sloan School of Management.
    6. Pope, Devin G. & Pope, Jaren C. & Sydnor, Justin R., 2015. "Focal points and bargaining in housing markets," Games and Economic Behavior, Elsevier, vol. 93(C), pages 89-107.
    7. Guth, Werner & Ritzberger, Klaus & van Damme, Eric, 2004. "On the Nash bargaining solution with noise," European Economic Review, Elsevier, vol. 48(3), pages 697-713, June.
    8. Brett, Jeanne & Thompson, Leigh, 2016. "Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 68-79.
    9. Dinar, Ariel, 1989. "Application of the Nash Bargaining Model to a Problem of Efficient Resources Use and Cost-Benefit Allocation," 1989 Annual Meeting, July 30-August 2, Baton Rouge, Louisiana 270685, American Agricultural Economics Association (New Name 2008: Agricultural and Applied Economics Association).
    10. Volodymyr Babich & Simone Marinesi & Gerry Tsoukalas, 2021. "Does Crowdfunding Benefit Entrepreneurs and Venture Capital Investors?," Manufacturing & Service Operations Management, INFORMS, vol. 23(2), pages 508-524, March.
    11. Ley, Eduardo, 2006. "Statistical inference as a bargaining game," Economics Letters, Elsevier, vol. 93(1), pages 142-149, October.
    12. Yu, Shasha & Lei, Ming & Deng, Honghui, 2023. "Evaluation to fixed-sum-outputs DMUs by non-oriented equilibrium efficient frontier DEA approach with Nash bargaining-based selection," Omega, Elsevier, vol. 115(C).
    13. van Damme, E.E.C., 1995. "Game theory : The next stage," Other publications TiSEM 7779b0f9-bef5-45c7-ae6b-7, Tilburg University, School of Economics and Management.
    14. repec:eee:labchp:v:2:y:1986:i:c:p:1039-1089 is not listed on IDEAS
    15. Yashiv, Eran, 2007. "Labor search and matching in macroeconomics," European Economic Review, Elsevier, vol. 51(8), pages 1859-1895, November.
    16. Güth, Werner, 1998. "Sequential versus independent commitment: An indirect evolutionary analysis of bargaining rules," SFB 373 Discussion Papers 1998,5, Humboldt University of Berlin, Interdisciplinary Research Project 373: Quantification and Simulation of Economic Processes.
    17. Iraklis Kollias & John Leventides & Vassilios G. Papavassiliou, 2022. "On the solution of games with arbitrary payoffs: An application to an over-the-counter financial market," Working Papers 202302, Geary Institute, University College Dublin.
    18. van Damme, E.E.C., 2000. "John Nash and the analysis of rational behavior," Other publications TiSEM cf34a879-fd1c-4588-9646-7, Tilburg University, School of Economics and Management.
    19. Takeuchi, Ai & Veszteg, Róbert F. & Kamijo, Yoshio & Funaki, Yukihiko, 2022. "Bargaining over a jointly produced pie: The effect of the production function on bargaining outcomes," Games and Economic Behavior, Elsevier, vol. 134(C), pages 169-198.
    20. Lili Liu & Guochun Tang & Baoqiang Fan & Xingpeng Wang, 2015. "Two-person cooperative games on scheduling problems in outpatient pharmacy dispensing process," Journal of Combinatorial Optimization, Springer, vol. 30(4), pages 938-948, November.
    21. Naeve-Steinweg, Elisabeth, 2002. "Mechanisms supporting the Kalai-Smorodinsky solution," Mathematical Social Sciences, Elsevier, vol. 44(1), pages 25-36, September.

    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:grdene:v:7:y:1998:i:6:d:10.1023_a:1008615011578. 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.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with 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.