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Reference points-based methods in supporting the evaluation of negotiation offers

Author

Listed:
  • Tomasz Wachowicz
  • Jakub Brzostowski
  • Ewa Roszkowska

Abstract

Scoring the negotiation template and building a scoring system for negotiation offers is a starting point for analysis of negotiation. It is usually done by means of a classical additive scoring model. Recent research confirms, however, that TOPSIS may be a good alternative to SAW-based models, since it significantly facilitates the processes of template definition and elicitation of negotiator’s preferences. Fundamental ideas of the TOPSIS, VIKOR and BIPOLAR methods have been analysed and attempts were made to hybridize some of their notions to propose an alternative method for evaluating negotiation offers.

Suggested Citation

  • Tomasz Wachowicz & Jakub Brzostowski & Ewa Roszkowska, 2012. "Reference points-based methods in supporting the evaluation of negotiation offers," Operations Research and Decisions, Wroclaw University of Science and Technology, Faculty of Management, vol. 22(4), pages 121-137.
    • Handle: RePEc:wut:journl:v:4:y:2012:p:121-137:id:1046
    DOI: 10.5277/ord120407
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    References listed on IDEAS

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    1. Kalai, Ehud & Smorodinsky, Meir, 1975. "Other Solutions to Nash's Bargaining Problem," Econometrica, Econometric Society, vol. 43(3), pages 513-518, May.
    2. JosÉ Figueira & Salvatore Greco & Matthias Ehrogott, 2005. "Multiple Criteria Decision Analysis: State of the Art Surveys," International Series in Operations Research and Management Science, Springer, number 978-0-387-23081-8, September.
    3. Nash, John, 1950. "The Bargaining Problem," Econometrica, Econometric Society, vol. 18(2), pages 155-162, April.
    4. Opricovic, Serafim & Tzeng, Gwo-Hshiung, 2004. "Compromise solution by MCDM methods: A comparative analysis of VIKOR and TOPSIS," European Journal of Operational Research, Elsevier, vol. 156(2), pages 445-455, July.
    5. Bernard Roy, 2005. "Paradigms and Challenges," International Series in Operations Research & Management Science, in: Multiple Criteria Decision Analysis: State of the Art Surveys, chapter 0, pages 3-24, Springer.
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    Cited by:

    1. Ewa Roszkowska & Marzena Filipowicz-Chomko & Tomasz Wachowicz, 2020. "Using individual and common reference points to measure the performance of alternatives in multiple criteria evaluation," Operations Research and Decisions, Wroclaw University of Science and Technology, Faculty of Management, vol. 30(3), pages 77-96.

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