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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...
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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...
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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....
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Application of Data Mining Methods for Pattern Recognition in Negotiation Support Systems
Data mining methods have long been used to support organisational decision making by analysing organisational data from large databases. The present...
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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...
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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...
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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...
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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...
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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...
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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...
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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...
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Modeling and Implementation of a New Negotiation Decision Support System for Conflict Resolution Under Uncertainty
The dynamic nature of negotiation and decision-making necessitates a flexible negotiation decision support system (NDSS) that can systematically...
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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...
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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...
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Negotiation Support: Trends and Problems
Early approaches to negotiation support viewed negotiations mainly from a decision perspective and extended decision support systems by a...
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Negotiation Concepts
Negotiations, according to Obrien (Negotiations for Procurement Professionals. 2nd Edition. Kogan Page Croyden, 2016), are interactions of multiple...
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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)....
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A Framework for Gamified Electronic Negotiation Training
The continual digitalisation of business processes requires individuals nowadays to learn to negotiate electronically. Negotiation trainings...
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Evaluating the Performance of Machine Learning Algorithm for Classification of Safer Sexual Negotiation among Married Women in Bangladesh
Safer sexual practice is essential for improving women’s reproductive and sexual health outcomes. The goal of this study is to identify the...
