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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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    Abstract

    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
    Contact details of provider: Web page: http://www.elsevier.com/locate/eor

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

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    1. 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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    10. Bertrand Mareschal, 1988. "Weight stability intervals in multicriteria decision aid," ULB Institutional Repository 2013/9317, ULB -- Universite Libre de Bruxelles.
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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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