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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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    File URL: http://www.sciencedirect.com/science/article/pii/S0377-2217(07)01214-3
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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. Wolters, W. T. M. & Mareschal, B., 1995. "Novel types of sensitivity analysis for additive MCDM methods," European Journal of Operational Research, Elsevier, vol. 81(2), pages 281-290, March.
    2. James K. Sebenius, 1992. "Negotiation Analysis: A Characterization and Review," Management Science, INFORMS, vol. 38(1), pages 18-38, January.
    3. Jacquet-Lagreze, E. & Siskos, J., 1982. "Assessing a set of additive utility functions for multicriteria decision-making, the UTA method," European Journal of Operational Research, Elsevier, vol. 10(2), pages 151-164, June.
    4. Eiselt, H. A. & Laporte, Gilbert, 1992. "The use of domains in multicriteria decision making," European Journal of Operational Research, Elsevier, vol. 61(3), pages 292-298, September.
    5. Mareschal, Bertrand, 1988. "Weight stability intervals in multicriteria decision aid," European Journal of Operational Research, Elsevier, vol. 33(1), pages 54-64, January.
    6. 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.
    7. 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.
    8. Ehtamo, Harri & Kettunen, Eero & Hamalainen, Raimo P., 2001. "Searching for joint gains in multi-party negotiations," European Journal of Operational Research, Elsevier, vol. 130(1), pages 54-69, April.
    9. Paul J. H. Schoemaker & C. Carter Waid, 1982. "An Experimental Comparison of Different Approaches to Determining Weights in Additive Utility Models," Management Science, INFORMS, vol. 28(2), pages 182-196, February.
    10. Ringuest, Jeffrey L., 1997. "LP-metric sensitivity analysis for single and multi-attribute decision analysis," European Journal of Operational Research, Elsevier, vol. 98(3), pages 563-570, May.
    11. Stanley Zionts & Jyrki Wallenius, 1976. "An Interactive Programming Method for Solving the Multiple Criteria Problem," Management Science, INFORMS, vol. 22(6), pages 652-663, February.
    12. 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.
    13. 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.
    14. Teich, Jeffrey E. & Wallenius, Hannele & Wallenius, Jyrki & Zionts, Stanley, 1996. "Identifying Pareto-optimal settlements for two-party resource allocation negotiations," European Journal of Operational Research, Elsevier, vol. 93(3), pages 536-549, September.
    15. 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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    Cited by:

    1. Vetschera, Rudolf & Chen, Ye & Hipel, Keith W. & Marc Kilgour, D., 2010. "Robustness and information levels in case-based multiple criteria sorting," European Journal of Operational Research, Elsevier, vol. 202(3), pages 841-852, May.
    2. repec:spr:grdene:v:23:y:2014:i:1:d:10.1007_s10726-012-9329-z is not listed on IDEAS
    3. Vetschera, Rudolf, 2017. "Deriving rankings from incomplete preference information: A comparison of different approaches," European Journal of Operational Research, Elsevier, vol. 258(1), pages 244-253.
    4. repec:spr:grdene:v:23:y:2014:i:4:d:10.1007_s10726-012-9319-1 is not listed on IDEAS
    5. Christoph Graf & Magdalena Six, 2014. "The effect of information on the quality of decisions," Central European Journal of Operations Research, Springer;Slovak Society for Operations Research;Hungarian Operational Research Society;Czech Society for Operations Research;Österr. Gesellschaft für Operations Research (ÖGOR);Slovenian Society Informatika - Section for Operational Research;Croatian Operational Research Society, vol. 22(4), pages 647-662, December.
    6. repec:spr:grdene:v:23:y:2014:i:2:d:10.1007_s10726-013-9357-3 is not listed on IDEAS
    7. 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.
    8. repec:spr:grdene:v:22:y:2013:i:3:d:10.1007_s10726-012-9283-9 is not listed on IDEAS

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