NegoManage: A System for Supporting Bilateral Negotiations

In this paper we present the NegoManage system, which aims at supporting the bilateral negotiation during all negotiation phases. The support includes the problem structure identification, the analysis of individual preferences of both parties, the messaging and offers exchange and the post-negotiation improvements of the agreement. The preference analysis is supported with a novel mechanism involving the specification of the classes of alternatives’ quality that represent particular levels of potential satisfaction from accepting this alternative as the negotiation solution. The consistency of preferences is also checked. The actual negotiation phase is performed in a typical way, namely the negotiators exchange multiple offers and messages. The novelty introduced in this phase is the mechanism for profiling the negotiators based on the classification of exchanged messages. The post-negotiation optimization phase employs the concept of a bargaining solution for improving the solution obtained in the previous negotiation phase. We present the way the mechanisms proposed work using simple numerical examples.

[1]  Didier Dubois,et al.  Probability-Possibility Transformations, Triangular Fuzzy Sets, and Probabilistic Inequalities , 2004, Reliab. Comput..

[2]  J. Brzostowski,et al.  The Analysis of Negotiators' Preference Consistency in Indifference-Surface Based Scoring System , 2012 .

[3]  John e. Jones.  Thomas-Kilmann Conflict Mode Instrument , 1976 .

[4]  Ralph L. Keeney,et al.  Decisions with multiple objectives: preferences and value tradeoffs , 1976 .

[5]  Gregory E. Kersten,et al.  WWW-based negotiation support: design, implementation, and use , 1999, Decis. Support Syst..

[6]  R. L. Keeney,et al.  Decisions with Multiple Objectives: Preferences and Value Trade-Offs , 1977, IEEE Transactions on Systems, Man, and Cybernetics.

[7]  Gregory E. Kersten,et al.  Negotiation Support and E-negotiation Systems: An Overview , 2007 .

[8]  Paul A. Bell,et al.  Predicting interpersonal conflict resolution styles from personality characteristics , 2008 .

[9]  John A. Hartigan,et al.  Clustering Algorithms , 1975 .

[10]  Mark G. Core,et al.  Coding Dialogs with the DAMSL Annotation Scheme , 1997 .

[11]  Zvi A. Livne,et al.  Resolving a Conflict Situation with a Reference Outcome: An Axiomatic Model , 1988 .

[12]  I. B. Myers.  Manual: A Guide to the Development and Use of the Myers-Briggs Type Indicator , 1985 .

[13]  Shikui Wu,et al.  Negotiators ’ Strategies and Their Concessions , 2010 .

[14]  H. Raiffa,et al.  Negotiation Analysis: The Science and Art of Collaborative Decision Making , 2003 .

[15]  Ernest H. Forman,et al.  Decision By Objectives: How To Convince Others That You Are Right , 2001 .

[16]  T. Farmer.  TESTING THE ROBUSTNESS OF MULTIATTRIBUTE UTILITY THEORY IN AN APPLIED SETTING , 1987 .

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

[18]  E. Parzen.  On Estimation of a Probability Density Function and Mode , 1962 .

[19]  Ernest M. Thiessen,et al.  SmartSettle Described with the Montreal Taxonomy , 2003 .

[20]  R. Luce,et al.  Simultaneous conjoint measurement: A new type of fundamental measurement , 1964 .

[21]  David L. Olson,et al.  Verbal Decision Analysis , 2005 .

[22]  William B. Stiles,et al.  Describing talk : a taxonomy of verbal response modes , 1992 .

[23]  J. Neumann,et al.  Theory of games and economic behavior , 1945, 100 Years of Math Milestones.

[24]  Building Personality Profile of Negotiator for Electronic Negotiations , 2010 .

[25]  Patrick Suppes,et al.  Foundations of measurement , 1971 .

[26]  Michael Ströbel,et al.  Engineering Electronic Negotiations , 2003, Series in Computer Science.

[27]  I. William Zartman,et al.  Prenegotiation: Phases and Functions , 1989 .

[28]  G. Kersten,et al.  Negotiation Profiles and Concession Patterns , 2010 .

[29]  Mareike Schoop,et al.  Negoisst: a negotiation support system for electronic business-to-business negotiations in e-commerce , 2003, Data Knowl. Eng..

[30]  Jaap Van Brakel,et al.  Foundations of measurement , 1983 .

[31]  L. Thompson,et al.  The Mind and Heart of the Negotiator , 1997 .

[32]  Mark J. Martinko,et al.  Using the Myers-Briggs Type Indicator to Study Managers: A Literature Review and Research Agenda , 1996 .

[33]  Tomasz Wachowicz,et al.  TOPSIS Based Approach to Scoring Negotiating Offers in Negotiation Support Systems , 2013 .

[34]  Po-Lung Yu,et al.  State-dependent weights in multicriteria value functions , 1992 .

[35]  Janice Gross Stein,et al.  Getting to the Table: The Triggers, Stages, Functions, and Consequences of Prenegotiation , 1989 .

[36]  Ernest H. Forman,et al.  Decision by Objectives , 2001 .

[37]  A. Koller,et al.  Speech Acts: An Essay in the Philosophy of Language , 1969 .

[38]  W. Edwards.  How to Use Multi-Attribute Utility Measurement for Social Decision Making , 1976 .

[39]  Stan Schenkerman,et al.  Use and Abuse of Weights in Multiple Objective Decision Support Models , 1991 .