Zastosowanie metody unfolding do wspomagania procesu negocjacji
Application of the unfolding ana-lysis to negotiation support
Author(s): Ewa Roszkowska, Tomasz WachowiczSubject(s): Economy
Published by: Wydawnictwo Uniwersytetu Ekonomicznego we Wrocławiu
Keywords: negotiations; preference analysis; unfolding analysis; scoring system
Summary/Abstract: In this paper we discuss the applicability of the unfolding analysis to negotiation support, in particular to visualizing the negotiator’s preferences over the negotiation offers, building the profiles of group preferences and depicting the negotiation history.The theoretical discussion is followed by the empirical example in which the unfolding analysis is used to analyze the in-class experiment that involved the prenegotiation evaluation of the negotiation packages for the predefined negotiation template.
Journal: Prace Naukowe Uniwersytetu Ekonomicznego we Wrocławiu
- Issue Year: 2015
- Issue No: 385
- Page Range: 210-218
- Page Count: 9