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FITradeoff for Negotiation

In: Multi-Criteria Decision Making with Partial Preference Information

Author

Listed:
  • Adiel Teixeira de Almeida

    (Federal University of Pernambuco)

  • Eduarda Asfora Frej

    (Federal University of Pernambuco)

  • Lucia Reis Peixoto Roselli

    (Federal University of Pernambuco)

  • Jônatas Araújo de Almeida

    (Federal University of Pernambuco)

  • Ana Paula Cabral Seixas Costa

    (Federal University of Pernambuco)

  • Danielle Costa Morais

    (Federal University of Pernambuco)

Abstract

Negotiation is a complex process that can involve two or more parties and multiple issues, often opposing interests. This chapter presents a negotiation support protocol for multi-issue negotiations based on the FITradeoff (Flexible Interactive Tradeoff) multicriteria method. The protocol assists negotiators in eliciting their preferences using partial preference information, which avoids the need for precise utility values that often lead to inconsistencies. A linear programming model processes the incomplete data to establish a dominance relationship among alternative packages, which is refined throughout the negotiation. The protocol dynamically reduces the set of possible agreement packages by discarding those not of mutual interest, thus facilitating faster convergence. A Pareto optimality analysis is applied in the post-settlement phase, even under partial preference information about issue weights. Therefore, the FITradeoff method enables negotiators to reach efficient agreements with less cognitive effort and in shorter timeframes, enhancing the protocol’s practicality and effectiveness in handling real negotiation problems.

Suggested Citation

  • Adiel Teixeira de Almeida & Eduarda Asfora Frej & Lucia Reis Peixoto Roselli & Jônatas Araújo de Almeida & Ana Paula Cabral Seixas Costa & Danielle Costa Morais, 2026. "FITradeoff for Negotiation," International Series in Operations Research & Management Science, in: Multi-Criteria Decision Making with Partial Preference Information, chapter 22, pages 467-480, Springer.
    • Handle: RePEc:spr:isochp:978-3-032-19284-4_22
    DOI: 10.1007/978-3-032-19284-4_22
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