Search
Search Results
-
A Game-Theoretic Approach to Two-Person Negotiation Under Multiple Criteria
The most difficult decision problems arise when several parties with several criteria must reach a consensus. This problem can be modelled as a game...
-
Countering Negotiation Power Asymmetries by Using the Adjusted Winner Algorithm
One promise of computational decision support is enabling better solutions in interactions and social exchange by supporting human strengths (e.g....
-
Individual Versus Group Negotiation in Multiparty Systems: The Effect of Power and Goal Difficulty on Negotiation Outcomes in a Potential Gain Task
The aim of the present study was to test the extent to which groups manage to attain synergy (both strong and weak) in the context of multiparty...
-
M&A Negotiations: Role of Negotiation Process, Ownership and Advisors on Deal Completion
Mergers and acquisition deals are uncertain, with completion likelihood changing throughout the negotiation process. During negotiations, the firms...
-
Trust Matters in Negotiation
In this article we investigate the effects of negotiator trust and mediation on negotiating behavior and perceptions. We conduct three experiments in...
-
COMB: Scalable Concession-Driven Opponent Models Using Bayesian Learning for Preference Learning in Bilateral Multi-Issue Automated Negotiation
Learning an opponent’s preferences in bilateral multi-issue automated negotiations can lead to more favorable outcomes. However, existing opponent...
-
Individual Differences and Situational Constraint Predict Information Search in Negotiation Planning
Planning is critical for negotiation success as it facilitates obtaining superior outcomes. However, little empirically is known about this topic. We...
-
Ethically Questionable Negotiation Strategies in South Asia: A Comparative Study of India and Pakistan
The past decades have seen increased integration of South Asia into the global economy, yet the study on management practices in this region is...
-
Beyond the First Offer: Decoding Negotiation Openings and Their Impact on Economic and Subjective Outcomes
First offers play a significant role in negotiations as they anchor negotiators’ perceptions and influence negotiation outcomes in favor of the...
-
The developer’s optimal distribution strategy in the differentiated platform: the value of user feedback data and negotiation
As a variety of online game products are released on different platforms, developers actively collect user review data, we explore the optimal...
-
Improving negotiation success in B2B sales organizations: is structured negotiation management a success factor?
Researchers and practitioners alike recognize the necessity to manage salespeople before, during, and after negotiations. Literature identifies four...
-
Gamification of Electronic Negotiation Training: Effects on Motivation, Behaviour and Learning
Organisations are involved in various types of negotiation. As digitalisation advances, such business negotiations are to a large extent electronic...
-
Top Three Negotiation Tactics. Does Gender or Workplace Influence the Preference for Negotiation Tactics?
Most of the people assume that prices, conditions, and offers are firm and final. But that’s not necessarily true. In fact, many are actually...
-
Successful negotiation with the Driver-Seat Concept
With this book, Hermann Rock provides time-structured core negotiation strategies that can be immediately applied in practice. The author's expertise...
-
Negotiation Concepts
Negotiations, according to Obrien (Negotiations for Procurement Professionals. 2nd Edition. Kogan Page Croyden, 2016), are interactions of multiple...
-
Gamification of Electronic Negotiation Training
Organisations are involved in various types of negotiation. As digitalisation advances, such business negotiations are to a large extent electronic...
-
Negotiation Strategy
Hear, hear! The beginnings of negotiating lie in antiquity, where Plato once represented conflicting views in fictional dialogues.
-
Negotiation Support Through Interactive Dominance Relationship Specification
Preference evaluation is a key aspect of multi-issue negotiation support, especially when the set of possible alternative offers is large. Approaches...
-
Avoiding Backlash or Proving One’s Manhood? Beliefs About Gender Differences in Negotiation
Gender differences in negotiation are typically explained by processes that concern women (e.g., women anticipate backlash for assertive behavior)....
