- Tytuł:
- Towards assisted rationality switching in negotiations
- Autorzy:
-
Nieciecka, Weronika
Szapiro, Tomasz - Powiązania:
- https://bibliotekanauki.pl/articles/2183434.pdf
- Data publikacji:
- 2021
- Wydawca:
- Polska Akademia Nauk. Instytut Badań Systemowych PAN
- Tematy:
-
negotiation process
rationality
deprivation of needs - Opis:
- The text attempts to provide a comprehensive outlook on negotiation processes and support procedures, by deriving a mathematical description based on psychological and managerial context. The authors merge psychological and formal descriptions of the principles underlying the perception of rationality in negotiation problems. The framework allows for explaining the violation of perceived rationality as a result of the deprivation of human needs. The argument, supported by pilot experiments, allows for recommending a procedural approach to negotiation, focused on monitoring perceptions of rationality of proposal submission. The paper is concluded with an attempt to foresight further developments of theoretical investigations and expansion of application fields.
- Źródło:
-
Control and Cybernetics; 2021, 50, 1; 127--143
0324-8569 - Pojawia się w:
- Control and Cybernetics
- Dostawca treści:
- Biblioteka Nauki
Artykuł