Negotiation processes: an integrated perspective
R Vetschera - EURO Journal on Decision Processes, 2013 - Elsevier
The paper provides a comprehensive survey of process models of negotiations. We
consider models of the substantive process of offer exchange, as well as models focusing on …
consider models of the substantive process of offer exchange, as well as models focusing on …
A survey of decision support mechanisms for negotiation
This paper introduces a dependency analysis and a categorization of conceptualized and
existing economic decision support mechanisms for negotiation. The focus of our survey is …
existing economic decision support mechanisms for negotiation. The focus of our survey is …
A new dominance intensity method to deal with ordinal information about a DM's preferences within MAVT
Dominance measuring methods are an approach to deal with complex decision-making
problems with imprecise information. These methods are based on the computation of …
problems with imprecise information. These methods are based on the computation of …
Taxonomy of styles, strategies, and tactics in e-negotiations
Negotiation are essential in every day's life, increasingly via electronic media. Due to a huge
amount of negotiation styles, strategies, and tactics presented in the literature, it is unclear …
amount of negotiation styles, strategies, and tactics presented in the literature, it is unclear …
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 based on utility (value) functions have …
set of possible alternative offers is large. Approaches based on utility (value) functions have …
The effects of concession timing, perceived fairness and aggressiveness on tax negotiation offers
YH Voon, A Che Azmi, S Jayasingam - Pacific Accounting Review, 2023 - emerald.com
Purpose This study aims to examine the consequences of tax authorities' use of concession-
timing negotiation strategies on tax practitioners and their final proposed offers …
timing negotiation strategies on tax practitioners and their final proposed offers …
[PDF][PDF] Electronic negotiation systems
R Vetschera, ST Koeszegi… - Wiley encyclopedia of …, 2011 - publik.tuwien.ac.at
Negotiations are a particular form of communication and collective decision-making. Like all
forms of collective action, negotiations involve different parties, which can be individuals …
forms of collective action, negotiations involve different parties, which can be individuals …
What computers can tell us about emotions–classification of affective communication in electronic negotiations by supervised machine learning
M Filzmoser, ST Koeszegi, G Pfeffer - International Conference on Group …, 2016 - Springer
Affective communication and emotions are an important part of negotiations. Negotiation
support and negotiation support systems, however, tend to neglect this aspect given extant …
support and negotiation support systems, however, tend to neglect this aspect given extant …
Adaptive learning model for predicting negotiation behaviors through hybrid k-means clustering, linear vector quantization and 2-Tuple fuzzy linguistic model
Abstract Acknowledged System of systems (SoS) manager has no direct control over
contributing systems yet they deliver capabilities required to meet the purpose of the SoS …
contributing systems yet they deliver capabilities required to meet the purpose of the SoS …
Negotiation Platform for Supporting Multi-issue Bilateral Negotiations: The Case of an Offshore Wind Energy Company and a Fishing Community in the Northeast of …
EA Frej, GS da Silva, ML da Silva… - … Conference on Group …, 2024 - Springer
This paper presents the development of an electronic negotiation platform to support multi-
issue bilateral negotiation situations. The proposed platform has an embedded module for …
issue bilateral negotiation situations. The proposed platform has an embedded module for …