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Achieving win-win situation in negotiation: a multi-criteria decision-making model (an Egyptian case study)

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  • Maged Morcos

Abstract

Conflict between individuals, organisations and communities is inevitable. In negotiation analysis, achieving a win-win situation is imperative. Negotiators should strive to achieve this situation in any negotiation exercise as it is not wise that the win of one party is in the expense of the other party loss. This should not be a protocol to adhere to. Parties negotiating for resolving certain dispute issues should follow a more constructive attitude in their problem solving approach and try to reach workable and reasonable settlement situation that can satisfy each party. This paper tries to adopt this negotiation thinking paradigm and to encourage negotiators to follow its procedure to achieve a win-win situation and gain good outcomes from any bad situations they are faced with. The main objective of this study is to utilise the MCDM and the Pareto optimality method to achieve mutual benefits during the negotiation process of multiple issues for two parties.

Suggested Citation

  • Maged Morcos, 2010. "Achieving win-win situation in negotiation: a multi-criteria decision-making model (an Egyptian case study)," International Journal of Engineering Management and Economics, Inderscience Enterprises Ltd, vol. 1(4), pages 294-320.
    • Handle: RePEc:ids:ijemec:v:1:y:2010:i:4:p:294-320
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