Negotiating a Deal

Pekka Korhonen and Jyrki Wallenius
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Jyrki Wallenius: Aalto University School of Business

Chapter Chapter 16 in Making Better Decisions, 2020, pp 149-157 from Springer

Abstract: Abstract Negotiation analysis is a field, which is closely related to Multiple Criteria Decision Making—the subject of our book. It is a fascinating field. Sometimes you just negotiate over price, but often there are multiple issues (criteria) involved. In a negotiation situation, the general feeling is that the negotiating parties will be better off by reaching (or trying to reach) a settlement (a joint agreement), rather than acting independently on their own. In the simplest case, there are only two parties. However, multi-party negotiations are not uncommon either.

Date: 2020
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DOI: 10.1007/978-3-030-49459-9_16

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