Abstract
One of the activities within the prenegotiation preparation phase is to create an analytical basis for decision support in negotiations. This is done by defining the structure of the negotiation problem and eliciting the negotiators’ preferences. The negotiation analysis suggests using the simplest decision support methods here, which are often based on preference aggregation paradigm, such as direct rating. Some recent experimental works, however, indicate various cognitive and technical problems that may occur when such an approach is used. Therefore, in this chapter, we discuss the issue of using an alternative approach that implements a preference disaggregation paradigm and operates with holistic preference declarations. We analyze various options that may be used for designing the holistic prenegotiation preference elicitation protocol and present the results of implementing one hybrid holistic protocol in the bilateral negotiation support system.
Similar content being viewed by others
Notes
- 1.
- 2.
The changes are technical, and were focused on determining a standardized scoring system for the negotiation template, therefore we do not discuss them in detail in this chapter.
References
Angur MG, Lotfi V, Sarkis J (1996) A hybrid conjoint measurement and bi-criteria model for a two group negotiation problem. Socio Econ Plan Sci 30:195–206
Bana e Costa CA, Vansnick J-C (1999) The MACBETH approach: basic ideas, software, and an application. In: Meskens N, Roubens M (eds) Advances in decision analysis. Springer Netherlands, Dordrecht, pp 131–157
Bana e Costa C, De Corte J-M, Vansnick J-C (2016) On the mathematical foundations of MACBETH. In: Multiple criteria decision analysis. Springer, New York, pp 421–463
Brans J-P (1982) L’ingénierie de la décision: l’élaboration d’instruments d’aide a la décision. Faculté des sciences de l’administration, Université Laval, Quebec City
Brams SJ (2003) Negotiation Games: Applying game theory to bargaining and arbitration. Psychology Press
Brzostowski J, Wachowicz T (2014) NegoManage: a system for supporting bilateral negotiations. Group Decis Negot 23:463–496
Brzostowski J, Roszkowska E, Wachowicz T (2012) Using an analytic hierarchy process to develop a scoring system for a set of continuous feasible alternatives in negotiation. Oper Res Decis 22:21–40
Churchman CW, Ackoff RL (1954) An approximate measure of value. J Oper Res Soc Am 2:172 187
Corrente S, Greco S, Kadziński M, Słowiński R (2013) Robust ordinal regression in preference learning and ranking. Mach Learn 93:381–422
Eden C (2004) Analyzing cognitive maps to help structure issues or problems. Eur J Oper Res 159:673–686
Edwards W, Barron FH (1994) SMARTS and SMARTER: improved simple methods for multiattribute utility measurement. Organ Behav Hum Decis Process 60:306–325
Figueira JR, Greco S, Słowiński R (2009) Building a set of additive value functions representing a reference preorder and intensities of preference: GRIP method. Eur J Oper Res 195:460–486. https://doi.org/10.1016/j.ejor.2008.02.006
Figuera J, Greco S, Ehrgott M (2016) Multiple criteria decision analysis: state of the art. Springer, Boston/Dordrecht/London
Fisher R, Ury WL, Patton B (2011) Getting to yes: negotiating agreement without giving in. Penguin Books, New York
Gershon ME (1981) Model choice in multi-objective decision-making in natural resource systems. Dissertation, University of Arizona
Górecka D, Roszkowska E, Wachowicz T (2016) The MARS approach in the verbal and holistic evaluation of the negotiation template. Group Decis Negot 25:1097–1136. https://doi.org/10.1007/s10726-016-9475-9
Greco S, Matarazzo B, Slowinski R (2001) Rough sets theory for multicriteria decision analysis. Eur J Oper Res 129:1–47
Greco S, Słowiński R, Figueira JR, Mousseau V (2010) Robust ordinal regression. In: Ehrgott M, Figueira JR, Greco S (eds) Trends in multiple criteria decision analysis. Springer US, Boston, pp 241–283
Greco S, Kadziński M, SŁowiński R (2011) Selection of a representative value function in robust multiple criteria sorting. Comput Oper Res 38:1620–1637. https://doi.org/10.1016/j.cor.2011.02.003
Guitouni A, Martel J-M (1998) Tentative guidelines to help choosing an appropriate MCDA method. Eur J Oper Res 109:501–521. https://doi.org/10.1016/S0377-2217(98)00073-3
Hammond JS, Keeney RL, Raiffa H (1998) Even swaps: a rational method for making trade-offs. Harv Bus Rev 76:137–149
Hwang C-L, Yoon K (1981) Methods for multiple attribute decision making. Springer, Berlin/Heidelberg
Jacobides MG, Croson DC (2001) Information policy: Shaping the value of agency relationships. Academy of Management Review 26:202–223
Jacquet-Lagrèze E (1990) Interactive assessment of preferences using holistic judgments the PREFCALC system. In: Readings in multiple criteria decision aid. Springer, Berlin, pp 335–350
Jacquet-Lagreze E, Shakun MF (1984) Decision support systems for semi-structured buying decisions. Eur J Oper Res 16:48–58. https://doi.org/10.1016/0377-2217(84)90313-8
Jacquet-Lagreze E, Siskos J (1982) Assessing a set of additive utility functions for multicriteria decision-making, the UTA method. Eur J Oper Res 10:151–164
Jacquet-Lagreze E, Siskos Y (2001) Preference disaggregation: 20 years of MCDA experience. Eur J Oper Res 130:233–245
Jarke M, Jelassi MT, Shakun MF (1987) MEDIATOR: towards a negotiation support system. Eur J Oper Res 31:314–334. https://doi.org/10.1016/0377-2217(87)90041-5
Jensen MC, Zimmerman JL (1985) Management compensation and the managerial labor market. Journal of Accounting and Economics 7:3–9
Kadziński M, Tervonen T (2013) Robust multi-criteria ranking with additive value models and holistic pair-wise preference statements. Eur J Oper Res 228:169–180
Keeney RL, Raiffa H (1976) Decisions with multiple objectives: preferences and value trade-offs. Wiley, New York
Keeney RL, Raiffa H (1991) Structuring and analyzing values for multiple-issue negotiations. In: Young HP (ed) Negotiation analysis. University of Michigan Press, Ann Arbor
Kersten GE, Lai H (2007) Negotiation support and e-negotiation systems: an overview. Group Decis Negot 16:553–586
Kersten GE, Noronha SJ (1999) WWW-based negotiation support: design, implementation, and use. Decis Support Syst 25:135–154
Kersten G, Roszkowska E, Wachowicz T (2017) The heuristics and biases in using the negotiation support systems. In: Schoop M, Kilgour DM (eds) Group decision and negotiation. A socio-technical perspective. Springer International Publishing, Cham, pp 215–228
Lee S, Thompson L (2011) Do agents negotiate for the best (or worst) interest of principals? Secure, anxious and avoidant principal–agent attachment. Journal of Experimental Social Psychology 47:681–684
Lewicki RJ, Saunders DM, Minton JW (2003) Negotiation: readings, exercises, and cases, 4th edn. Irwin/The McGraw-Hill, Boston
Matsatsinis N, Grigoroudis E (eds) (2018) Preference disaggregation in multiple criteria decision analysis: essays in honor of Yannis Siskos. Springer International Publishing, Cham
Matsatsinis NF, Grigoroudis E, Siskos E (2018) Disaggregation approach to value elicitation. In: Dias LC, Morton A, Quigley J (eds) Elicitation: the science and art of structuring judgement. Springer International Publishing, Cham, pp 313–348
Mingers J, Rosenhead J (2004) Problem structuring methods in action. Eur J Oper Res 152:530–554
Moshkovich H, Mechitov A, Olson D (2016) Verbal decision analysis. In: Greco S, Ehrgott M, Figueira JR (eds) Multiple criteria decision analysis: state of the art surveys. Springer, New York, pp 605–636
Mustajoki J, Hamalainen RP (2000) Web-HIPRE: global decision support by value tree and AHP analysis. INFOR J 38:208–220
Parzen E (1962) On estimation of a probability density function and mode. Ann Math Stat 33:1065–1076
Peterson RM, Lucas GH (2001) Expanding the antecedent component of the traditional business negotiation model: pre-negotiation literature review and planning-preparation propositions. J Mark Theory Pract 9:37–49
Peterson RM, Shepherd CD (2010) Preparing to negotiate: an exploratory analysis of the activities comprising the pre-negotiation process in a buyer-seller interaction. Mark Manag J 20:66–75
Peterson R, Shepherd CD (2011) Negotiation preparation differences in selling situations: collaborative versus competitive expectations. Mark Manag J 21:103–144
Raiffa H (1982) The art and science of negotiation. Harvard University Press, Cambridge, MA
Raiffa H, Richardson J, Metcalfe D (2002) Negotiation analysis: the science and art of collaborative decision making. Harvard University Press, Cambridge, MA
Roszkowska E, Wachowicz T (2014a) SAW-based rankings vs. intrinsic evaluations of the negotiation offers – an experimental study. In: Zaraté P, Kersten GE, Hernández JE (eds) Group decision and negotiation. A process-oriented view. Springer International Publishing, Cham, pp 176–183
Roszkowska E, Wachowicz T (2014b) Defining preferences and reference points – a multiple criteria decision making experiment. In: Zaraté P, Kersten GE, Hernández JE (eds) Group decision and negotiation. A process-oriented view. Springer International Publishing, Cham, pp 136–143
Roszkowska E, Wachowicz T (2015a) Inaccuracy in defining preferences by the electronic negotiation system users. In: Kamiński B, Kersten GE, Szapiro T (eds) Outlooks and insights on group decision and negotiation. Springer International Publishing, Cham, pp 131–143
Roszkowska E, Wachowicz T (2015b) Application of fuzzy TOPSIS to scoring the negotiation offers in ill-structured negotiation problems. Eur J Oper Res 242:920–932
Roszkowska E, Wachowicz T, Kersten G (2017) Can the holistic preference elicitation be used to determine an accurate negotiation offer scoring system? A comparison of direct rating and UTASTAR techniques. In: Schoop M, Kilgour DM (eds) Group decision and negotiation. A socio-technical perspective. Springer International Publishing, Cham, pp 202–214
Roy B (1996) Multicriteria methodology for decision aiding. Kluwer Academic, Berlin
Roy B, Bouyssou D (1993) Aide multicritère à la décision: méthodes et cas. Economica, Paris
Saaty TL (2008) Decision making with the analytic hierarchy process. Int J Serv Sci 1:83–98
Saaty TL, Ergu D (2015) When is a decision-making method trustworthy? Criteria for evaluating multi-criteria decision-making methods. Int J Inf Technol Decis Mak 14:1171–1187
Satty T (1980) The analytic hierarchy process. McGraw-Hill, New York
Saunders HH (1985) We need a larger theory of negotiation: the importance of pre-negotiating phases. Negot J 1:249–262
Schoop M (2010) Support of complex electronic negotiations. In: Kilgour DM, Eden C (eds) Handbook of group decision and negotiation. Springer, Dordrecht, pp 409–423
Schoop M, Jertila A, List T (2003) Negoisst: a negotiation support system for electronic business-to-business negotiations in e-commerce. Data Knowl Eng 47:371–401
Simons T, Tripp TM (2003) The negotiation checklist. In: Lewicki RJ, Saunders DM, Minton JW, Barry B (eds) Negotiation. Reading, exercises and cases, 4th edn. McGraw-Hill/Irwin, New York, pp 50–63
Siskos Y, Yannacopoulos D (1985) UTASTAR: an ordinal regression method for building additive value functions. Investig Oper 5:39–53
Siskos Y, Grigoroudis E, Matsatsinis NF (2005a) UTA methods. In: Figueira J, Greco S, Ehrgott M (eds) Multiple criteria decision analysis: state of the art surveys. Springer, New York, pp 297–334
Siskos Y, Grigoroudis E, Matsatsinis NF (2005b) UTA methods. In: Figueira J, Greco S, Ehrogott M (eds) Multiple criteria decision analysis: state of the art surveys. Springer, New York, pp 297–334
Słowiński R, Greco S, Matarazzo S (2002) Axiomatization of utility, outranking and decision-rule preference models for multiple-criteria classification problems under partial inconsistency with the dominance principle. Control Cybern 4:1005–1035
Thiessen EM, Soberg A (2003) SmartSettle described with the Montreal taxonomy. Group Decis Negot 12:165
Thompson L (2015) The mind and heart of the negotiator, 6th edn. Prentice Hall, Upper Saddle River
Tomlin BW (1989) The stages of prenegotiation: the decision to negotiate north American free trade. Int J 44:254–279
Vetschera R (2007) Preference structures and negotiator behavior in electronic negotiations. Decis Support Syst 44:135–146
Wachowicz T (2008) NegoCalc: spreadsheet based negotiation support tool with even-swap analysis. In: Climaco J, Kersten GE, Costa JP (eds) Group decision and negotiation 2008: proceedings – full papers. INESC, Coimbra, pp 323–329
Wachowicz T, Błaszczyk P (2013) TOPSIS based approach to scoring negotiating offers in negotiation support systems. Group Decis Negot 22:1021–1050
Wachowicz T, Roszkowska E (2020) Holistic declaration of preferences in determining the negotiation offer scoring system: an experimental study on using software supported preference disaggregation approach in individual prenegotiation preparation. Eur J Oper Res
Wachowicz T, Brzostowski J, Roszkowska E (2012) Reference points-based methods in supporting the evaluation of negotiation offers. Oper Res Decis 22:1021
Wachowicz T, Kersten GE, Roszkowska E (2018) Some methodological considerations for the organization and analysis of inter-and intra-cultural negotiation experiments. In: Chen Y, Kersten G, Vetschera R, Xu H (eds) Group decision and negotiation in an uncertain world. GDN 2018. Lecture Notes in Business Information Processing. Springer, 315:82–96
Wachowicz T, Kersten GE, Roszkowska E (2019) How do I tell you what I want? Agent’s interpretation of principal’s preferences and its impact on understanding the negotiation process and outcomes. Oper Res Int J 19:993–1032. https://doi.org/10.1007/s12351-018-00448-y
Young HP (ed) (1991) Negotiation analysis. University of Michigan Press, Ann Arbor
Zartman IW (1989) Prenegotiation: phases and functions. Int J 44:237–253
Acknowledgments
We thank Prof. Gregory Kersten from Concordia University for his inspiring contribution and support in earlier research related to measuring the accuracy of negotiation offer scoring systems in the principal-agent negotiations. The research presented in this chapter was partly supported by the grant from the Polish National Science Center (2016/21/B/HS4/01583).
Author information
Authors and Affiliations
Corresponding author
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2020 Springer Nature Switzerland AG
About this entry
Cite this entry
Wachowicz, T., Roszkowska, E. (2020). Holistic Preferences and Prenegotiation Preparation. In: Kilgour, D., Eden, C. (eds) Handbook of Group Decision and Negotiation. Springer, Cham. https://doi.org/10.1007/978-3-030-12051-1_64-1
Download citation
DOI: https://doi.org/10.1007/978-3-030-12051-1_64-1
Received:
Accepted:
Published:
Publisher Name: Springer, Cham
Print ISBN: 978-3-030-12051-1
Online ISBN: 978-3-030-12051-1
eBook Packages: Springer Reference Behavioral Science and PsychologyReference Module Humanities and Social SciencesReference Module Business, Economics and Social Sciences