Tomasz Wachowicz, Ewa Roszkowska, Holistic Preferences and Prenegotiation Preparation, [w:]  D. M. Kilgour, C. Eden (red.), Handbook of Group Decision and Negotiation, Springer Nature Switzerland AG.     

Abstract

One of the activities within the prenegotiation preparation phase is to create an analytical basis for decision support in negotiations. This is done by defining the structure of the negotiation problem and eliciting the negotiators’ preferences. The negotiation analysis suggests using the simplest decision support methods here, which are often based on preference aggregation paradigm, such as direct rating. Some recent experimental works, however, indicate various cognitive and technical problems that may occur when such an approach is used. Therefore, in this chapter, we discuss the issue of using an alternative approach that implements a preference disaggregation paradigm and operates with holistic preference declarations. We analyze various options that may be used for designing the holistic prenegotiation preference elicitation protocol and present the results of implementing one hybrid holistic protocol in the bilateral negotiation support system.

Publikacja dostępna jest pod linkiem:

https://doi.org/10.1007/978-3-030-12051-1_64-1