The MARS Approach in the Verbal and Holistic Evaluation of the Negotiation Template

Dorota Górecka (), Ewa Roszkowska and Tomasz Wachowicz ()
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Dorota Górecka: Nicolaus Copernicus University in Toruń
Tomasz Wachowicz: University of Economics in Katowice

Group Decision and Negotiation, 2016, vol. 25, issue 6, No 3, 1097-1136

Abstract: Abstract The negotiation template, which defines a set of potential negotiation offers, is traditionally evaluated by means of the simple additive weighting method (SAW). However, some recent research reports on the potential problems and inconsistencies in using and interpreting SAW-based scores. Thus, in this paper we consider the issue of evaluating negotiation offers when the negotiator’s preferences are expressed verbally. We present a new approach called Measuring Attractiveness near Reference Situations (MARS), which combines the algorithms of two multiple criteria decision making methods: ZAPROS and MACBETH. Applying the elements of ZAPROS allows identifying a small set of reference alternatives that consists of the best resolution levels for all the negotiation issues but one. In pair-wise comparisons of these alternatives negotiators need to evaluate trade-offs only, which means deciding which concessions are better to be made. Using the elements of MACBETH allows determining the strong interval scale based on verbal judgments defined by negotiators at the beginning of the preference elicitation process. We study in detail the legitimacy of hybridizing ZAPROS and MACBETH that differ in their philosophies of decision support as well as discuss the drawbacks of these two MCDM methods and propose some alternative solutions that make this approach applicable to supporting negotiators in the evaluation of negotiation offers. Finally, we present an example in which we indicate the differences in the negotiation offers’ scoring process conducted by means of MARS and the traditional ZAPROS and MACBETH procedures.

Keywords: Pre-negotiation preparation; Negotiation offer scoring system; Preference analysis; Verbal decision making; Holistic judgements; ZAPROS; MACBETH (search for similar items in EconPapers)
Date: 2016
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Citations: View citations in EconPapers (4)

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DOI: 10.1007/s10726-016-9475-9

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