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Problem Restructuring in Negotiation

Author

Listed:
  • Katia P. Sycara

    (School of Computer Science, Carnegie Mellon University, Pittsburgh, Pennsylvania 15213)

Abstract

To achieve movement towards a negotiated settlement, it is often necessary to restructure the problem under negotiation. Problem restructuring can lead to changed perception of the issues by the parties, thus breaking deadlocks and increasing the parties' willingness to compromise. We present a framework and mechanisms for problem restructuring based on the goals and goal relationships of the negotiating parties as well as means of manipulating the parties' utility estimates. In addition, previous negotiations are a source of heuristic advice in the restructuring task. The restructuring approach has been implemented in the PERSUADER, a computer program that acts as a labor mediator in labor management disputes. To achieve its task, the PERSUADER negotiates separately with each party, company and union, to guide them in reaching agreement.

Suggested Citation

  • Katia P. Sycara, 1991. "Problem Restructuring in Negotiation," Management Science, INFORMS, vol. 37(10), pages 1248-1268, October.
    • Handle: RePEc:inm:ormnsc:v:37:y:1991:i:10:p:1248-1268
    DOI: 10.1287/mnsc.37.10.1248
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    Citations

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    Cited by:

    1. Guoming Lai & Katia Sycara, 2009. "A Generic Framework for Automated Multi-attribute Negotiation," Group Decision and Negotiation, Springer, vol. 18(2), pages 169-187, March.
    2. Melvin F. Shakun, 2001. "Unbounded Rationality," Group Decision and Negotiation, Springer, vol. 10(2), pages 97-118, March.
    3. Gregory E. Kersten, 2001. "Modeling Distributive and Integrative Negotiations. Review and Revised Characterization," Group Decision and Negotiation, Springer, vol. 10(6), pages 493-514, November.
    4. Melvin F. Shakun, 2006. "ESD: A Formal Consciousness Model for International Negotiation," Group Decision and Negotiation, Springer, vol. 15(5), pages 491-510, September.
    5. Schilling, Martin S. & Mulford, Matthew, 2007. "In search of value-for-money in collective bargaining: an analytic-interactive mediation process," LSE Research Online Documents on Economics 22694, London School of Economics and Political Science, LSE Library.
    6. Yu Maemura & Masahide Horita, 2012. "Humour in Negotiations: A Pragmatic Analysis of Humour in Simulated Negotiations," Group Decision and Negotiation, Springer, vol. 21(6), pages 821-838, November.
    7. Bergers, Dominic & Faßnacht, Martin, 2017. "Debiasing Strategies in the Price Management Process," Marketing Review St.Gallen, Universität St.Gallen, Institut für Marketing und Customer Insight, vol. 34(6), pages 50-58.
    8. Matsatsinis, Nikolaos F. & Samaras, Andreas P., 2001. "MCDA and preference disaggregation in group decision support systems," European Journal of Operational Research, Elsevier, vol. 130(2), pages 414-429, April.
    9. Melvin F. Shakun, 2009. "Connectedness Problem Solving and Negotiation," Group Decision and Negotiation, Springer, vol. 18(2), pages 89-117, March.
    10. Dror, Moshe & Shakun, Melvin F., 1996. "Bifurcation and adaptation in evolutionary interactive multiobjective linear programming," European Journal of Operational Research, Elsevier, vol. 93(3), pages 602-610, September.
    11. Alessio R. Lomuscio & Michael Wooldridge & Nicholas R. Jennings, 2003. "A Classification Scheme for Negotiation in Electronic Commerce," Group Decision and Negotiation, Springer, vol. 12(1), pages 31-56, January.
    12. Alexis Tsoukiàs, 2007. "On the concept of decision aiding process: an operational perspective," Annals of Operations Research, Springer, vol. 154(1), pages 3-27, October.

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