TOPSIS Based Approach to Scoring Negotiating Offers in Negotiation Support Systems

Tomasz Wachowicz () and Paweł Błaszczyk ()
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Tomasz Wachowicz: University of Economics in Katowice
Paweł Błaszczyk: University of Silesia

Group Decision and Negotiation, 2013, vol. 22, issue 6, No 2, 1050 pages

Abstract: Abstract In this paper we analyze the possibility of applying the technique for order preferences by similarity to ideal solution (TOPSIS) to building the scoring system for negotiating offers. TOPSIS is a multiple criteria decision making method that is based on measuring distances between alternatives under consideration and two bipolar reference alternatives, a positive and negative ideal. Thus the criteria used for the evaluation of alternatives should be described using strong scales. However, in the negotiation, the issues are very often described qualitatively, which results in ordinal or even nominal variables that must be taken into consideration in offers’ evaluation process. What is more, TOPSIS may be applied to solving the discrete decision problems while the negotiation space may be defined by the means of continuous variables too. In this paper we try to modify the TOPSIS algorithm to make it applicable to negotiation support and, moreover, discuss the following methodological issues: using TOPSIS for a negotiation problem with continuous negotiation space; selecting the distance measure for adequate representation of negotiator’s preferences and measuring distances for qualitative issues. Finally, we propose a simple additional mechanism that allows for building the TOPSIS-based scoring system for negotiating offers and does not involve negotiators in time consuming and tiresome preference elicitation process. This mechanism requires from negotiators to construct examples of offers that represent some categories of quality and then by using a goal programming approach it infers all the parameters required by the TOPSIS algorithm. We also show a simple prototype software tool that applies the TOPSIS modified algorithm and may be used in electronic negotiation support.

Keywords: Negotiation support; Electronic negotiation; Preference analysis; Scoring system for negotiating offers; Continuous negotiation space; TOPSIS; Distance measures; Goal programming (search for similar items in EconPapers)
Date: 2013
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Citations: View citations in EconPapers (4)

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DOI: 10.1007/s10726-012-9299-1

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