FITradeoff for Negotiation

Adiel Teixeira de Almeida (), Eduarda Asfora Frej (), Lucia Reis Peixoto Roselli (), Jônatas Araújo de Almeida (), Ana Paula Cabral Seixas Costa () and Danielle Costa Morais ()
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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

Chapter 22 in Multi-Criteria Decision Making with Partial Preference Information, 2026, pp 467-480 from Springer

Abstract: 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.

Date: 2026
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DOI: 10.1007/978-3-032-19284-4_22

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