NegoManage: A System for Supporting Bilateral Negotiations

Jakub Brzostowski () and Tomasz Wachowicz ()
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Jakub Brzostowski: Silesian University of Technology
Tomasz Wachowicz: University of Economics in Katowice

Group Decision and Negotiation, 2014, vol. 23, issue 3, No 7, 463-496

Abstract: Abstract In this paper we present the NegoManage system, which aims at supporting the bilateral negotiation during all negotiation phases. The support includes the problem structure identification, the analysis of individual preferences of both parties, the messaging and offers exchange and the post-negotiation improvements of the agreement. The preference analysis is supported with a novel mechanism involving the specification of the classes of alternatives’ quality that represent particular levels of potential satisfaction from accepting this alternative as the negotiation solution. The consistency of preferences is also checked. The actual negotiation phase is performed in a typical way, namely the negotiators exchange multiple offers and messages. The novelty introduced in this phase is the mechanism for profiling the negotiators based on the classification of exchanged messages. The post-negotiation optimization phase employs the concept of a bargaining solution for improving the solution obtained in the previous negotiation phase. We present the way the mechanisms proposed work using simple numerical examples.

Keywords: Negotiation support systems; Negotiation analysis; Preference analysis; Reputation systems; Negotiation outcome optimization (search for similar items in EconPapers)
Date: 2014
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DOI: 10.1007/s10726-013-9362-6

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