Using Policy Modeling to Describe the Negotiation Exchange

Alice F. Stuhlmacher and Mary Kay Stevenson
Additional contact information
Alice F. Stuhlmacher: DePaul University
Mary Kay Stevenson: California State University-Hayward

Group Decision and Negotiation, 1997, vol. 6, issue 4, No 3, 317-337

Abstract: Abstract This is a study of the points of view in a negotiation. Policy modeling, a new method for understanding utilities, is discussed. With policy modeling, the importance weights, subjective values, and a trade-off strategy were estimated from prenegotiation ratings. With these parameters, the values of unfamiliar offers made during a negotiation then also could be estimated. The utility models of the individual negotiators allowed display of the pattern or “dance” of offers of a particular negotiation. These graphs showed a surprising stability of utilities prior to and during the negotiation. Individual negotiator's offers and perceptions of the opponent's offers during negotiation were consistent with the utility predicted from the policy model. Results are discussed in terms of the important role of utilities in negotiation and the potential for this new method to examine variables that may influence, or cause a departure from, the stability of utilities during negotiation.

Keywords: negotiation; bargaining; conflict; decision-making; utilities; policy modeling; nonlinear; strategies; process (search for similar items in EconPapers)
Date: 1997
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (2)

Downloads: (external link)
http://link.springer.com/10.1023/A:1008660711275 Abstract (text/html)
Access to the full text of the articles in this series is restricted.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:grdene:v:6:y:1997:i:4:d:10.1023_a:1008660711275

Ordering information: This journal article can be ordered from
http://www.springer.com/journal/10726/PS2

DOI: 10.1023/A:1008660711275

Access Statistics for this article

Group Decision and Negotiation is currently edited by Gregory E. Kersten

More articles in Group Decision and Negotiation from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().