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Tytuł:
E-negotiation design and engineering
Autorzy:
Kersten, Gregory
Powiązania:
https://bibliotekanauki.pl/articles/2183437.pdf
Data publikacji:
2021
Wydawca:
Polska Akademia Nauk. Instytut Badań Systemowych PAN
Tematy:
e-negotiation protocols
e-negotiation support systems
negotiation ontology
software agents
Opis:
This paper is an excerpt from a book by Gregory Kersten, which was not yet completed before his unexpected passing in May 2020. Following a note from Gregory’s family, the paper includes a section of a book chapter dealing with negotiation protocols. It shows how negotiation, as a purposeful process governed by explicit and implicit rules has protocols that can be employed to help negotiators orient themselves in this process. In particular, with respect to e-negotiations, the paper stresses the need to have a shared and clear understanding of the terms that are used by negotiators and software, which should be provided by taxonomy or ontology. The paper distinguishes three principal aspects of negotiations: decision and choice; language; and process. It also identifies key challenges related to the successful implementation of negotiation software agents.
Źródło:
Control and Cybernetics; 2021, 50, 1; 11--31
0324-8569
Pojawia się w:
Control and Cybernetics
Dostawca treści:
Biblioteka Nauki
Artykuł
Tytuł:
Heuristics and biases as sources of negotiators’ errors in the pre-negotiation phase. Review of literature and empirical research
Autorzy:
Adamus-Matuszyńska, Anna
Powiązania:
https://bibliotekanauki.pl/articles/2128470.pdf
Data publikacji:
2020
Wydawca:
Uniwersytet w Białymstoku. Wydawnictwo Uniwersytetu w Białymstoku
Tematy:
heuristics
biases
negotiation
pre-negotiation phase
Opis:
Purpose – Heuristics and biases are simplifying strategies that people (in the analysed issue – negotiators) use in the decision-making process, even when they can take advantage of supporting tools (e.g. Negotiation Support System), which will allow them to make the optimal choice [Wachowicz, 2006]. Many empirical studies have found that decision makers use heuristics and are biased [Bateman, Zeithaml, 1989; Jackson, Dutton, 1988; Kahneman et al. 1982; Zajac, Bazerman, 1991]. Therefore, the question should be asked: are negotiators, like managers (whose decisions were examined), instead of consciously and intentionally using tools supporting decision-making during negotiations, subject to heuristics and cognitive errors? As a consequence of this general question one may ask the specific research questions: (1) What heuristics do the negotiators undergo? (2) How do heuristics influence the decision-making process? (3) How can the impact of heuristics and biases be minimized by taking advantage of negotiation support tools? Research methods – The article is a review of psychological, sociological and management sciences theories, concepts and empirical researches on heuristics and biases. The review was made according to the following categories: (a) theories that recognize the inevitability of heuristics in the decision-making process, (b) theories that attempt to identify opportunities to minimize or even reduce the impact of heuristics on decisions, and (c) those that offer alternative solutions. Results – The summary highlights those heuristics which might occur in the decision-making process in the pre-negotiation phase. Originality/value – There is no research exploring the role of specific heuristics and biases in particular stages of negotiations.
Źródło:
Optimum. Economic Studies; 2020, 3(101); 79-90
1506-7637
Pojawia się w:
Optimum. Economic Studies
Dostawca treści:
Biblioteka Nauki
Artykuł
Tytuł:
Determinants of complexity of sovereign debt negotiation
Autorzy:
Mesjasz, Lidia
Mesjasz, Czesław
Powiązania:
https://bibliotekanauki.pl/articles/522495.pdf
Data publikacji:
2016
Wydawca:
Uniwersytet Ekonomiczny w Katowicach
Tematy:
Complexity studies
Negotiation theory
Sovereign debt negotiation
Opis:
The situation on all kinds of financial markets is determined by their increasing complexity. Negotiation of sovereign debt is also a complex endeavor. Its complexity results both from structural characteristics – number of actors, problems of coordination, communication, cooperation and conflict and from cognitive limitations. The survey of literature on sovereign debt management shows that no research has been done on complexity of sovereign debt management, and sovereign debt negotiation in particular. The aim of the paper is to provide initial framework concepts of complexity of sovereign debt restructuring negotiation referring to a universal collection of characteristics of negotiation. A model of debt restructuring negotiation is elaborated and a set of its complexity- related characteristics is proposed.
Źródło:
Journal of Economics and Management; 2016, 25; 63-78
1732-1948
Pojawia się w:
Journal of Economics and Management
Dostawca treści:
Biblioteka Nauki
Artykuł
Tytuł:
Future prospects for multilateral and bilateral trade negotiations
Autorzy:
Tyner, W.E.
Powiązania:
https://bibliotekanauki.pl/articles/572472.pdf
Data publikacji:
2006
Wydawca:
Szkoła Główna Gospodarstwa Wiejskiego w Warszawie. Wydawnictwo Szkoły Głównej Gospodarstwa Wiejskiego w Warszawie
Tematy:
future prospect
multilateral trade negotiation
bilateral trade negotiation
negotiation
trade
Doha round
GATT round
agriculture
trade negotiation
Opis:
The GATT agreement was the first to include agriculture and to cover both border protection and domestic and export subsidies for agricultural products. The round completed successfully in 1994. The subsequent Doha or Development round aimed at furthering progress launched in GATT has not been so successful. This paper explores why the Doha round has been difficult and why it now appears there will not be a meaningful agreement. Developing countries are much more numerous today in WTO, and they insist on an agreement to better their situation. Agricultural subsidies are still a major impasse between rich and poor countries. The absence of the industrial sector to balance agriculture also is an impediment. Furthermore, bilateral and regional agreements have made much more progress and provide many of the gains that might eventually come from a multilateral agreement. Recent work has concluded that domestic reforms are key to achieving the gains of any trade agreement, and they will be essential for Poland to capture the gains from EU membership.
Źródło:
Zeszyty Naukowe Szkoły Głównej Gospodarstwa Wiejskiego w Warszawie. Problemy Rolnictwa Światowego; 2006, 14
2081-6960
Pojawia się w:
Zeszyty Naukowe Szkoły Głównej Gospodarstwa Wiejskiego w Warszawie. Problemy Rolnictwa Światowego
Dostawca treści:
Biblioteka Nauki
Artykuł
Tytuł:
Using an analytic hierarchy process to develop a scoring system for a set of continuous feasible alternatives in negotiation
Autorzy:
Brzostowski, J.
Roszkowska, E.
Wachowicz, T.
Powiązania:
https://bibliotekanauki.pl/articles/406528.pdf
Data publikacji:
2012
Wydawca:
Politechnika Wrocławska. Oficyna Wydawnicza Politechniki Wrocławskiej
Tematy:
negotiation analysis
evaluation of negotiation template
negotiation offer scoring system
AHP
Rembrandt
Opis:
The use of an Analytic Hierarchy Approach (AHP) for scoring offers in continuous negotiation problems has been studied. AHP has already proven its usefulness in constructing a ranking of alternatives in discrete decision making problems. In negotiations, however, some issues may have a quantitative character and be defined by feasible ranges, which results in uncountably large sets of feasible offers. This is a problem to which AHP cannot be applied in its original form. Therefore we propose an approach to building a scoring system that operates within AHP and a predefined discrete subset of feasible alternatives, then a method for determining global scores for all the feasible alternatives is proposed. When this subset has been built, the notion of border alternatives is applied. Assuming that these border alternatives have been ranked, single-issue utility functions are constructed using linear interpolation over the set of selected border alternatives. Single-issue utility functions are then aggregated using issue weights in order to form the final utility function. The issue weights are also determined using AHP. Such an approach means that a relatively small number of comparisons are required for a negotiator in AHP process to build a comprehensive scoring system, which makes the process of eliciting the negotiator’s preferences simple and rapid.
Źródło:
Operations Research and Decisions; 2012, 22, 4; 21-40
2081-8858
2391-6060
Pojawia się w:
Operations Research and Decisions
Dostawca treści:
Biblioteka Nauki
Artykuł
Tytuł:
The influence of need for closure on expectations about and outcomes of negotiations
Autorzy:
Pietrzak, Janina
Jochemczyk, Łukasz
Serbin, Piotr
Kuśka, Magdalena
Powiązania:
https://bibliotekanauki.pl/articles/430855.pdf
Data publikacji:
2014-09-01
Wydawca:
Polska Akademia Nauk. Czytelnia Czasopism PAN
Tematy:
negotiations
need for closure
negotiation process
negotiation outcome
Opis:
Need for closure is a construct that describes a motivational tendency to quickly select and prioritize information in the environment. Such tendencies can affect the process of negotiations, and so the quality of their outcome. The rigidity that accompanies high need for closure can lead to less openness to proposals that benefit one’s partner, and to solutions that are less optimal. We conducted a study in which 34 pairs of individuals negotiated. Pairs were matched in terms of need for closure (high vs. low) and gender. We found that need for closure affected subjective evaluations of certain aspects of the negotiation process. Participants with low need for closure were more likely to indicate that they and their partners sought win-win solutions during the negotiation. This led to a greater sense of process fairness for the negotiation. These results can be taken into consideration when teaching negotiations, and when planning real-life negotiations.
Źródło:
Polish Psychological Bulletin; 2014, 45, 3; 286-295
0079-2993
Pojawia się w:
Polish Psychological Bulletin
Dostawca treści:
Biblioteka Nauki
Artykuł
Tytuł:
EU Business Efficiency and Growth: The Ex-post Phase in Business Negotiations
Autorzy:
Brikena, Liga
Powiązania:
https://bibliotekanauki.pl/articles/52573690.pdf
Data publikacji:
2023-09-20
Wydawca:
Uniwersytet Warszawski. Centrum Europejskie
Tematy:
EU Business
Business Objectives
Negotiation Phase Model
Negotiation Process
Opis:
European Small and Medium-sized Enterprises (SMEs) and entrepreneurs are so-called “frontliners” in European Union transitions and strategies while also implementing the EU Resilience and Recovery Plan, which requires an increase of business effectiveness. Business-negotiation management brings confidence in the achieving of business goals. The negotiation phase model ensures accuracy in monitoring progress and also in the evaluation of possible outcomes. The aim of this article is to map the cumulative scientific knowledge and evolutionary nuances of well-established fields in business negotiation management from a corporate perspective, uncover emerging trends in journal articles and research constituents as well as to explore the intellectual structure of a specific domain in the extant literature of the ex-post phase in the negotiation phase model and its linkages to business objectives of both business entities and SMEs. Based on an inductive and deductive approach, the author presents a description of linkages of the business negotiation process phase model and business objectives. Such a description is useful for practitioners in identifying the literature relevant to their business activities based on negotiations, and worthwhile for academics to navigate further research.
Źródło:
Studia Europejskie - Studies in European Affairs; 2023, 27, 3; 121-142
1428-149X
2719-3780
Pojawia się w:
Studia Europejskie - Studies in European Affairs
Dostawca treści:
Biblioteka Nauki
Artykuł
Tytuł:
Stylistics and Persuasion
Autorzy:
Bonta, Raluca
Powiązania:
https://bibliotekanauki.pl/articles/953728.pdf
Data publikacji:
2008-12-31
Wydawca:
Uniwersytet Opolski
Tematy:
style
persuasion
negotiation
Opis:
The paper deals with stylistics and persuasion but, in order to be able to speak about them, we started first with the presentation of rhetoric that represents the core for both the study of style and the study of argumentation. Stylistics and persuasion represent, in fact, the two meanings of the new rhetoric: study of style and art of argumentation, which are only apparently divergent (in reality, they are able to function together). The figures of speech (associations of words that can embellish and render force to the discourse) are closely connected to the study of style. We insisted mainly on the rhetoric figures (figures of words, of meaning, of construction, of thought), as they are the ones that play a persuasive role. Persuasion is linked to argumentation, both being focused on the receiver and expecting an action from him. For argumentation we identified the most important argumentative strategies (of cooperation, interrogation, polemic negation, rejection, metaphor), based on different argumentation and persuasion techniques, that have as the main objective the influencing of the interlocutor, the change of his beliefs and attitudes, techniques that can also appear in negotiation, seen as an argumentative discourse. Persuasion, apart from the quality of the arguments presented, is also efficient if it fulfils four criteria: credibility, coherence, consistency and congruence and also if the language and style used are adequate to the auditory, to their social and educational standards etc. At the same time, because persuasion combines the appeal to intellect with the appeal to emotions, the arguments are frequently followed in the persuasive discourse by rhetoric figures. In order to see the connection between stylistics and persuasion, the way in which the rhetoric figures and the arguments help and complete each other during the persuasive discourse, we have chosen a fragment from the last discourse of Jim Jones, the founder of the Peoples Temple, discourse held in front of his followers and which had as a result the suicide of more than 900 people. This discourse proves the power of persuasion, the (sometimes) lethal force of language.
Źródło:
Stylistyka; 2008, 17; 223-244
1230-2287
2545-1669
Pojawia się w:
Stylistyka
Dostawca treści:
Biblioteka Nauki
Artykuł
Tytuł:
Negocjacje we współczesnych słownikach języka polskiego oraz literaturze specjalistycznej – próba definicji
Negocjacje in contemporary Polish language dictionaries and in the specialist literature: An attempt at definition
Autorzy:
Biłas-Pleszak, Ewa
Dargiewicz, Marta
Powiązania:
https://bibliotekanauki.pl/articles/1590844.pdf
Data publikacji:
2020
Wydawca:
Uniwersytet Szczeciński. Wydawnictwo Naukowe Uniwersytetu Szczecińskiego
Tematy:
negotiation
definition of negotiation
Harvard negotiation model
dictionary analysis of negotiation
conversation
negocjacje
definicja negocjacji
harwardzki model negocjacyjny
analiza słownikowa negocjacji
rozmowa
Opis:
Niniejszy artykuł stanowi próbę zbudowania/odtworzenia definicji pojęcia negocjacje. Chciałyśmy się przyjrzeć, jak jego istotę próbują uchwycić w swych opisach leksykografowie i jak przedstawiają je autorzy publikacji poświęconych tej właśnie praktyce komunikacyjnej. Materiał badawczy stanowią najważniejsze słowniki języka polskiego powstałe po 1945 roku oraz przykłady zaczerpnięte z literatury branżowej, wydanej w latach 1974–2014. Proponowany zakres czasowy podyktowany jest chęcią odtworzenia w miarę współczesnego rozumienia negocjacji. Wnioski z tak dwutorowo przeprowadzonych obserwacji złożyły się na szczegółowy opis naukowy, którego osią są odpowiedzi na pytania o słowa klucze nazywające negocjacje, ich uczestników, a także cel negocjacji i stosunek stron.
The article is an attempt at creating/recreating a definition of the notion of negotiation. We wished to look closely at how lexicographers attempt to grasp its essence in their descriptions and how it is represented by the authors of publications in this communication practice. The research material consisted of the principal Polish language dictionaries compiled after 1945 and the examples drawn form the professional literature published between 1974 and 2014. This time period was chosen in order to recreate a possibly contemporary understanding of negotiation. Conclusions from such a twofold observation make up a detailed scientific description, centred around the answers to the questions concerning the key words that name the negotiation, its participants, as well as the purpose of negotiation and the relation between parties.
Źródło:
Studia Językoznawcze; 2020, 19; 39-50
1730-4180
2353-3161
Pojawia się w:
Studia Językoznawcze
Dostawca treści:
Biblioteka Nauki
Artykuł
Tytuł:
Ocena kompetencji negocjacyjnych (model teoretyczny i studium przypadku)
The evaluation of negotiation competences (theoretical model and case study)
Autorzy:
Kozina, Andrzej
Powiązania:
https://bibliotekanauki.pl/articles/419801.pdf
Data publikacji:
2015
Wydawca:
Wydawnictwo Uniwersytetu Ekonomicznego we Wrocławiu
Tematy:
negotiations in a company
negotiation competences
evaluation of negotiation competences
Opis:
Human resources constitute one of the key aspects of negotiation processes in a company. Appropriate and high competences of employees performing those processes determine their effectiveness. In the literature on negotiations the lack of methodological concepts of evaluating such competences may be observed. Therefore the objective of the paper is to describe such a concept, elaborated by the author and based on universal evaluation framework. The considered competences were described by including the evaluation criteria within two dimensions: general one, reflecting negotiation potential as well as situational one, considering the features of particular negotiations. The third dimension was also added, reflecting the way of displaying those competences and facilitating the measurement of general competences. The case study on the application of presented concept within contract negotiations in computer sector was included as well.
Źródło:
Nauki o Zarządzaniu; 2015, 1 (22); 22-35
2080-6000
Pojawia się w:
Nauki o Zarządzaniu
Dostawca treści:
Biblioteka Nauki
Artykuł
Tytuł:
A fuzzy ranking of negotiation packages for the INSPIRE negotiation support system
Autorzy:
Piasecki, Krzysztof
Powiązania:
https://bibliotekanauki.pl/articles/2183433.pdf
Data publikacji:
2021
Wydawca:
Polska Akademia Nauk. Instytut Badań Systemowych PAN
Tematy:
preference visualization
fuzzy ranking
negotiation problem
negotiation offer scoring system
Opis:
Preferential information may be visualized in many different ways, and this constitutes an important issue in the principal- agent decision-making context, e.g., in representative negotiations. In the INSPIRE negotiation support system, the principal’s preferences are visualized by circles with different radii. Agents evaluate the principal’s preferences in such a manner that they digitize these preferences using numbers directly proportional to the size of the circles, drawn by the principal. The manner, in which an agent understands the concept of the circle size is unknown. The main goal of this paper is to propose such an image of principal’s preferences, which is independent of an individual agent’s evaluation. Individual negotiators may differ in their understanding of this concept. This means that the notion of “circle size” is a linguistic variable that may be described by a fuzzy set. The empirical studies referred to show that the size of the circle is a value between the radius and the area of this circle. In this paper, the principal’s preferences are defined as a fuzzy preorder between fuzzy “circle sizes”. We distinguish here two kinds of the INSPIRE method. All considerations are illustrated by means of a short case study based on INSPIRE data.
Źródło:
Control and Cybernetics; 2021, 50, 1; 69--82
0324-8569
Pojawia się w:
Control and Cybernetics
Dostawca treści:
Biblioteka Nauki
Artykuł
Tytuł:
Design science research approach in studying e-negotiations: models, systems, experiments
Autorzy:
Wu, ShiKui
Powiązania:
https://bibliotekanauki.pl/articles/2183435.pdf
Data publikacji:
2021
Wydawca:
Polska Akademia Nauk. Instytut Badań Systemowych PAN
Tematy:
e-negotiations
design science research
negotiation models
negotiation systems
negotiation experiments
multiattribute auction
decision support
mechanism design
system design
Opis:
Inspired and led by Dr. Gregory E. Kersten, a number of research projects have been conducted at the InterNeg Research Centre. This paper intends to acknowledge Dr. Kersten’s unique role as a pioneer in e-negotiation research, particularly in exploring and integrating various elements in e-negotiations. From the design science research perspective, this paper reviews a series of relevant research works in e-negotiation modeling, system design and development, and experimental studies. This provides an integrative view of interconnected elements in this field, and also helps framing the various studies into different aspects and stages of e-negotiation research. The paper then suggests several guidelines and directions for future design science research in e-negotiations.
Źródło:
Control and Cybernetics; 2021, 50, 1; 33--50
0324-8569
Pojawia się w:
Control and Cybernetics
Dostawca treści:
Biblioteka Nauki
Artykuł
Tytuł:
Data Acquisition in a Manoeuver Auto-negotiation System
Autorzy:
Szlapczynska, J.
Powiązania:
https://bibliotekanauki.pl/articles/116788.pdf
Data publikacji:
2015
Wydawca:
Uniwersytet Morski w Gdyni. Wydział Nawigacyjny
Tematy:
Trajectory Planning with Negotiation
Trajectory Planning
Negotiation
Auto-Negotiation System
Data Acquisition, Manoeuvering
vessel traffic service (VTS)
Collision Avoidance
Opis:
Typical approach to collision avoidance systems with artificial intelligence support is that such systems assume a central communication and management point (such as e.g. VTS station), usually located on shore. This approach is, however, not applicable in case of an open water encounter. Thus, recently a new approach towards collision avoidance has been proposed, assuming that all ships in the encounter, either restricted or open water, communicate with each other and negotiate their maneuvers, without involving any outer management or communication center. Usually the negotiation process is driven by the collision avoidance software and called auto-negotiation. This paper elaborates on data acquisition problem in case of the maneuver auto-negotiation. It focuses on ships' initialization in the system and data gathering.
Źródło:
TransNav : International Journal on Marine Navigation and Safety of Sea Transportation; 2015, 9, 3; 343-348
2083-6473
2083-6481
Pojawia się w:
TransNav : International Journal on Marine Navigation and Safety of Sea Transportation
Dostawca treści:
Biblioteka Nauki
Artykuł
Tytuł:
Reference points - based methods in supporting the evaluation of negotiation offers
Autorzy:
Wachowicz, T.
Brzostowski, J.
Roszkowska, E.
Powiązania:
https://bibliotekanauki.pl/articles/406649.pdf
Data publikacji:
2012
Wydawca:
Politechnika Wrocławska. Oficyna Wydawnicza Politechniki Wrocławskiej
Tematy:
negotiation analysis
preference analysis
evaluation of negotiation template
reference points
TOPSIS
VIKOR
BIPOLAR
Opis:
Scoring the negotiation template and building a scoring system for negotiation offers is a starting point for analysis of negotiation. It is usually done by means of a classical additive scoring model. Recent research confirms, however, that TOPSIS may be a good alternative to SAW-based models, since it significantly facilitates the processes of template definition and elicitation of negotiator’s preferences. Fundamental ideas of the TOPSIS, VIKOR and BIPOLAR methods have been analysed and attempts were made to hybridize some of their notions to propose an alternative method for evaluating negotiation offers.
Źródło:
Operations Research and Decisions; 2012, 22, 4; 122-137
2081-8858
2391-6060
Pojawia się w:
Operations Research and Decisions
Dostawca treści:
Biblioteka Nauki
Artykuł
Tytuł:
The Accuracy of Symmetric Negotiation Support Based on Scoring Systems Built by Holistic Approach and Direct Rating
Autorzy:
Wachowicz, Tomasz
Roszkowska, Ewa
Powiązania:
https://bibliotekanauki.pl/articles/578602.pdf
Data publikacji:
2018
Wydawca:
Uniwersytet Ekonomiczny w Katowicach
Tematy:
UTASTAR
Wsparcie negocjacji
Negotiation support
Opis:
In negotiations, the parties can be offered decision support based on formal scoring systems. These systems can be determined by means of various preference elicitation techniques and multiple criteria decision aiding (MCDA) approaches. In most situations the simplest tool is used, namely the direct rating technique (DR). In this paper we analyze to what extent the scoring system obtained by means of a mix of MARS (Measuring Attractiveness near Reference Solutions) and UTASTAR (Utilités Additives) holistic preference elicitation approaches accurately reflects the negotiator’s preferences; and how much its potential inaccuracy may affect the symmetric support given to the parties. We compare the differences in the recommendation of Nash bargaining solutions offered to the parties when the bargaining analysis is determined by means of holistic and DR approaches and analyze which of them misrepresent the actual negotiation situation more. The results show that there are no significant differences when the quality of average recommendations are compared, yet the DR-based scoring system recommends the true Nash bargaining solution for more negotiation instances than the holistic one does.
Źródło:
Multiple Criteria Decision Making; 2018, 13; 167-190
2084-1531
Pojawia się w:
Multiple Criteria Decision Making
Dostawca treści:
Biblioteka Nauki
Artykuł
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