An Analytical Approach to Offer Generation in Concession-Based Negotiation Processes

Rudolf Vetschera (), Michael Filzmoser () and Ronald Mitterhofer ()
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Rudolf Vetschera: University of Vienna
Michael Filzmoser: Vienna University of Technology
Ronald Mitterhofer: Vienna University of Technology

Group Decision and Negotiation, 2014, vol. 23, issue 1, No 5, 99 pages

Abstract: Abstract We develop analytical models to assist negotiators in formulating offers in a concession-based negotiation process. Our approach is based on plausible requirements for offers formulated in terms of utility values for both the negotiator making the offer and the opponent receiving it. These requirements include value creation, reciprocity, and the fact that an offer actually leads to concessions. Trade-offs between their own and the opponent’s utilities can be formulated by negotiators and define a search path in the utility space. Solutions along this search path are then mapped back into the issue space to generate actual offers. We present and discuss several variants of optimization models to generate such offers and illustrate them with an numerical example.

Keywords: Negotiation; Concession; Offer generation; Analytical advice; Negotiation support system (search for similar items in EconPapers)
Date: 2014
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Citations: View citations in EconPapers (1)

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DOI: 10.1007/s10726-012-9329-z

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