Restructurable Representations of Negotiation

The paper introduces restructurable modelling of negotiation aimed at supporting decision situations with an evolving structure. The theoretical framework of such models is presented by means of a rule-based formalism. This framework encompasses both qualitative and quantitative models, and the use of multiple procedures for solving the negotiation problem, adjusting the solution, and restructuring the problem representation. A hypothetical example of a house purchase is given to illustrate the discussion. The implications of the study for future directions of research on negotiation modelling and support are presented.

• 저널Management Science · 37(10) · 1269–1290
• 토픽Construction Project Management and Performance · Management Science and Operations Research
• DOI10.1287/mnsc.37.10.1269
• 저자Gregory E. Kersten, Wojtek Michalowski, Stan Śzpakowicz, Zbig Koperczak