Negotiation processes: an integrated perspective

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 communication content in negotiations, both at the level of individual actions and interactions, and at more aggregate levels. These different models are integrated into a comprehensive framework, and open areas for research are identified.

[1]  John C. Harsanyi,et al.  Approaches to the Bargaining Problem before and after the Theory of Games: A Critical Discussion of Zeuthen’s, Hicks’, and Nash’s Theories , 1956 .

[2]  Gregory E. Kersten,et al.  NEGO - Group decision support system , 1985, Inf. Manag..

[3]  Rudolf Vetschera,et al.  Preference structures and negotiator behavior in electronic negotiations , 2007, Decis. Support Syst..

[4]  Ilana Ritov,et al.  Missed Opportunity for Creating Value in Negotiations: Reluctance to Making Integrative Gambit Offers , 2005 .

[5]  Lori S. Franz,et al.  An Interactive Approach to Multiple Objective Multiple Decision Maker Problems , 1987 .

[6]  Debra L. Shapiro,et al.  Breaking the Bonds of Reciprocity in Negotiations , 1998 .

[7]  Ofir Turel,et al.  Interdependence Issues in Analyzing Negotiation Data , 2010 .

[8]  E. Fehr,et al.  Fairness and Retaliation: The Economics of Reciprocity , 2000, SSRN Electronic Journal.

[9]  D. Marc Kilgour,et al.  Handbook of Group Decision and Negotiation , 2014, Advances in Group Decision and Negotiation.

[10]  Ching-Lai Hwang,et al.  Group decision making under multiple criteria , 1987 .

[11]  S. Koeszegi,et al.  Hot Versus Cool Behavioural Styles in Electronic Negotiations: The Impact of Communication Mode , 2006 .

[12]  D. A. Kenny,et al.  Models of Non-Independence in Dyadic Research , 1996 .

[13]  Simone A. Ludwig.  Agent-Based Assistant for e-Negotiations , 2008, ISMIS.

[14]  Michael J. Prietula,et al.  Getting to best: efficiency versus optimality in negotiation , 2000, Cogn. Sci..

[15]  Michael E. Holmes.  Phase structures in negotiation. , 1992 .

[16]  Gregory E. Kersten,et al.  Concession patterns in multi-issue negotiations and reverse auctions , 2012, ICEC '12.

[17]  Gregory E. Kersten,et al.  Agent-supported negotiations in the e-marketplace , 2005, Int. J. Electron. Bus..

[18]  Lori S. Franz,et al.  Group decision processes: MOLP procedures facilitating group and individual decision orientations , 1992, Comput. Oper. Res..

[19]  Jyrki Wallenius,et al.  An interactive approach to multiple criteria optimization with multiple decision‐makers , 1986 .

[20]  Hillary Anger Elfenbein,et al.  The Objective Value of Subjective Value: A Multi-round Negotiation Study , 2010 .

[21]  D. Marc Kilgour,et al.  Introduction to the Handbook of Group Decision and Negotiation , 2010, Handbook of Group Decision and Negotiation.

[22]  Henner Gimpel.  Preferences in Negotiations: The Attachment Effect , 2007 .

[23]  Karen L. Harris,et al.  Content analysis in negotiation research: A review and guide , 1996 .

[24]  Nicholas R. Jennings,et al.  Negotiation decision functions for autonomous agents , 1998, Robotics Auton. Syst..

[25]  S. Zionts,et al.  An Interactive Programming Method for Solving the Multiple Criteria Problem , 1976 .

[26]  J. Nash.  THE BARGAINING PROBLEM , 1950, Classics in Game Theory.

[27]  Timothy W. Butler,et al.  An Interactive Framework for Multi‐Person, Multiobjective Decisions , 1993 .

[28]  R. Vetschera,et al.  Offer Processes in Electronic Negotiations: The (Missing) Impact of Support Strategies , 2013 .

[29]  Bruno Contini,et al.  RESTRICTED BARGAINING FOR ORGANIZATIONS WITH MULTIPLE OBJECTIVES , 1968 .

[30]  J. Graham,et al.  Testing a negotiation model on Canadian Anglophone and Mexican exporters , 2004 .

[31]  Markku Kuula,et al.  A decision support approach for negotiation with an application to agricultural income policy negotiations , 1995 .

[32]  Günter Fandel.  On the applicability of group decision making concepts to wage bargaining , 1986 .

[33]  K. Trotman,et al.  Effects of the Timing of Auditors’ Income-Reducing Adjustment Concessions on Financial Officers’ Negotiation Judgments* , 2010 .

[34]  Andrzej Lewandowski,et al.  SCDAS - Decision support system for group decision making: Decision theoretic framework , 1989, Decis. Support Syst..

[35]  Helder Coelho,et al.  Concession Behaviour in Automated Negotiation , 2010, EC-Web.

[36]  E. Kalai,et al.  OTHER SOLUTIONS TO NASH'S BARGAINING PROBLEM , 1975 .

[37]  Harri Ehtamo,et al.  How to select fair improving directions in a negotiation model over continuous issues , 1997, IEEE Trans. Syst. Man Cybern. Part C.

[38]  C. Hwang,et al.  Group Decision Making Under Multiple Criteria: Methods and Applications , 1986 .

[39]  Philip L. Smith,et al.  SOCIAL MOTIVES IN NEGOTIATION: THE RELATIONSHIPS BETWEEN DYAD COMPOSITION, NEGOTIATION PROCESSES AND OUTCOMES , 2003 .

[40]  Margaret A. Neale,et al.  Power imbalance and the pattern of exchange in dyadic negotiation , 1993 .

[41]  Miroslav Dudík,et al.  Chapter 8 Modeling Group Negotiation: Three Computational Approaches that can Inform Behavioral Sciences , 2011 .

[42]  A. Pentland,et al.  Thin slices of negotiation: predicting outcomes from conversational dynamics within the first 5 minutes. , 2007, The Journal of applied psychology.

[43]  Roger J. Volkema,et al.  Getting Off on the Right Foot: The Effects of Initial Email Messages on Negotiation Process and Outcome , 2011, IEEE Transactions on Professional Communication.

[44]  Frank Tutzauer.  The Communication of Offers in Dyadic Bargaining , 1992 .

[45]  R. Bennett,et al.  The impact of consideration of issues and motivational orientation on group negotiation process and outcome. , 1993 .

[46]  Patricia Jaramillo,et al.  Multi-Decision-Makers Equalizer: A Multiobjective Decision Support System for Multiple Decision-Makers , 2005, Ann. Oper. Res..

[47]  Wendi L. Adair,et al.  The timing and function of offers in U.S. and Japanese negotiations. , 2007, The Journal of applied psychology.

[48]  Rudolf Vetschera,et al.  Data-Driven Phase Analysis of E-negotiations: An Exemplary Study of Synchronous and Asynchronous Negotiations , 2011 .

[49]  Harri Ehtamo,et al.  Interactive Multiple‐Criteria Methods for Reaching Pareto Optimal Agreements in Negotiations , 2001 .

[50]  K. Hindriks,et al.  Negotiation Dynamics: Analysis, Concession Tactics, and Outcomes , 2007, 2007 IEEE/WIC/ACM International Conference on Intelligent Agent Technology (IAT'07).

[51]  L. Weingart,et al.  Think Globally, Act Locally: Towards an Adaptive Model of Dyadic Negotiations in Organizations , 2003 .

[52]  Michael J. Prietula,et al.  Knowledge Matters: The Effect of Tactical Descriptions on Negotiation Behavior and Outcome , 1996 .

[53]  Max H. Bazerman,et al.  Negotiator Rationality and Negotiator Cognition: The Interactive Roles of Prescriptive and Descriptive Research , 1991 .

[54]  Rudolf Vetschera,et al.  Analysis of Negotiation Processes , 2010, Handbook of Group Decision and Negotiation.

[55]  James K. Sebenius,et al.  Negotiation analysis: a characterization and review , 1992 .

[56]  Michael Filzmoser,et al.  Standardized interpolated path analysis of offer processes in e-negotiations , 2012, ICEC '12.

[57]  O. Bartos,et al.  Simple Model of Negotiation , 1977 .

[58]  D. Malhotra,et al.  Psychological Influence in Negotiation: An Introduction Long Overdue , 2008 .

[59]  Chunyan Miao,et al.  Economically Inspired Self-healing Model for Multi-Agent Systems , 2007 .

[60]  D. G. Pruitt,et al.  NEGOTIATION AND MEDIATION , 1992 .

[61]  Katharina J. Srnka,et al.  From Words to Numbers: How to Transform Qualitative Data into Meaningful Quantitative Results , 2007 .

[62]  Michael Filzmoser.  Simulation of Automated Negotiation , 2010 .

[63]  Norman A. Johnson,et al.  Media, affect, concession, and agreement in negotiation: IM versus telephone , 2009, Decis. Support Syst..

[64]  R. Vetschera,et al.  An Analytical Approach to Offer Generation in Concession-Based Negotiation Processes , 2014 .

[65]  R. Vetschera,et al.  A Classification of Bargaining Steps and their Impact on Negotiation Outcomes , 2008 .

[66]  J. Eliashberg,et al.  An analytical process model of two-party negotiations , 1995 .

[67]  P. Mayring.  Qualitative Content Analysis , 2000 .

[68]  Nicholas R. Jennings,et al.  Using similarity criteria to make issue trade-offs in automated negotiations , 2002, Artif. Intell..

[69]  Vivi Nastase.  Concession Curve Analysis for Inspire Negotiations , 2006 .

[70]  Laurie R. Weingart,et al.  BAUBLES, BANGLES, AND BEADS: MODELING THE EVOLUTION OF NEGOTIATING GROUPS OVER TIME , 2004 .

[71]  H. Raiffa.  The art and science of negotiation , 1983 .

[72]  Andrzej P. Wierzbicki,et al.  Towards Interactive Solutions in a Bargaining Problem , 1989 .

[73]  L. Thompson,et al.  An Examination of Naive and Experienced Negotiators , 1990 .

[74]  Jyrki Wallenius,et al.  Advances in Negotiation Science , 1994 .

[75]  Linda L. Putnam.  Transformations and Critical Moments in Negotiations , 2004 .

[76]  James A. Wall,et al.  An investigation of reciprocity and reinforcement theories of bargaining behavior , 1981 .

[77]  R. Calantone,et al.  Exploring factors that affect negotiators’ problem‐solving orientation , 1996 .

[78]  Ilana Ritov,et al.  Initial Perceptions in Negotiations: Evaluation and Response to 'Logrolling' Offers , 2002 .

[79]  Terence A. Oliva,et al.  A typology of metamodels in collective bargaining , 1981 .

[80]  Frank Tutzauer.  Bargaining as a dynamical system , 1986 .

[81]  Wendi L. Adair,et al.  The Negotiation Dance: Time, Culture, and Behavioral Sequences in Negotiation , 2005, Organ. Sci..

[82]  L. Weingart,et al.  PHASES, TRANSITIONS AND INTERRUPTIONS: MODELING PROCESSES IN MULTI‐PARTY NEGOTIATIONS , 2003 .

[83]  H. Kunzi,et al.  Lectu re Notes in Economics and Mathematical Systems , 1975 .

[84]  D. G. Pruitt,et al.  Matching and mismatching: The effect of own limit, other's toughness, and time pressure on concession rate in negotiation. , 1982 .

[85]  S. Zionts,et al.  Generating Pareto Solutions in a Two-Party Setting: Constraint Proposal Methods , 1999 .

[86]  Lori S. Franz,et al.  A simplified interactive multiple objective linear programming procedure , 1985, Comput. Oper. Res..

[87]  D. A. Kenny,et al.  The Actor–Partner Interdependence Model: A model of bidirectional effects in developmental studies , 2005 .

[88]  Sarah Maxwell,et al.  The wrath of the fairness-primed negotiator when the reciprocity norm is violated , 2003 .

[89]  Elizabeth C. Hirschman,et al.  Judgment under Uncertainty: Heuristics and Biases , 1974, Science.

[90]  L. Weingart,et al.  Emergent Negotiations: Stability and Shifts in Negotiation Dynamics , 2008 .

[91]  Norman A. Johnson,et al.  Power and Concession in Computer-Mediated Negotiations: An Examination of First Offers , 2009, MIS Q..

[92]  Yingying Qu,et al.  Experimental evaluation of logrolling as an effective mediating tactic in construction project management , 2013 .