THE REFERENCE POINT METHOD APPLIED TO DECISION SELECTION IN THE PROCESS OF BILATERAL NEGOTIATIONS Cover Image

THE REFERENCE POINT METHOD APPLIED TO DECISION SELECTION IN THE PROCESS OF BILATERAL NEGOTIATIONS
THE REFERENCE POINT METHOD APPLIED TO DECISION SELECTION IN THE PROCESS OF BILATERAL NEGOTIATIONS

Author(s): Andrzej Łodziński
Subject(s): Economy, Business Economy / Management, International relations/trade, Methodology and research technology
Published by: Szkoła Główna Gospodarstwa Wiejskiego w Warszawie
Keywords: negotiation process; multi-criteria optimization; equitably effective decision; scalar function; method of the reference point;

Summary/Abstract: The paper presents a method of supporting the decision selection in the process of bilateral negotiations. The negotiation process is modeled as using a multi-criteria optimization. The method of finding solutions is the interactive selection process of some proposals. The parties shall submit their proposals to the subjects of the negotiations. These proposals are parameters of the multi-criteria optimization tasks. Selection of solutions is accomplished by solving the optimization task with parameters that define the aspirations of each party involved in the negotiations. Finally, evaluation of the solutions obtained by the parties is done.

  • Issue Year: XV/2014
  • Issue No: 2
  • Page Range: 144-156
  • Page Count: 13
  • Language: English