Negotiation Support Through Interactive Dominance Relationship Specification

Eduarda Asfora Frej (), Danielle Costa Morais () and Adiel Teixeira de Almeida ()
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Eduarda Asfora Frej: Universidade Federal de Pernambuco, Av. da Arquitetura - Cidade Universitária
Danielle Costa Morais: Universidade Federal de Pernambuco, Av. da Arquitetura - Cidade Universitária
Adiel Teixeira de Almeida: Universidade Federal de Pernambuco, Av. da Arquitetura - Cidade Universitária

Group Decision and Negotiation, 2022, vol. 31, issue 3, No 4, 620 pages

Abstract: Abstract Preference evaluation is a key aspect of multi-issue negotiation support, especially when the set of possible alternative offers is large. Approaches based on utility (value) functions have been used to elicit negotiators’ preferences so that they can assess alternatives and concessions. A disadvantage of eliciting preferences is the requirement that the negotiators provide precise values, which may cause errors and inconsistencies. This paper proposes a protocol for eliciting preferences, which is based on an adaptation of the Flexible and Interactive Tradeoff (FITradeoff) multicriteria method. This method allows negotiators to provide incomplete information, which is used to construct a linear programming model to determine the dominance relationship of the alternatives. During the exchange of offers, the models are refined and the dominance relationship becomes increasingly more complete. The negotiation protocol is based on reducing the current set of possible agreement packages, by removing those that are not of interest to both parties, which facilitates reaching an agreement. A Pareto-optimality analysis of the final agreement package is conducted in the post-settlement phase, also under partial information provided by the parties, which is a challenge when exact information about the weights of issues is not known.

Keywords: Negotiation support; FITradeoff method; Preferences elicitation; Dominance relationship specification (search for similar items in EconPapers)
Date: 2022
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DOI: 10.1007/s10726-021-09761-y

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