Abstract
We reconsider bargaining models developed to determine fair and reasonable solution outcomes for bargaining problems. Based on these models we develop novel negotiation support methods that will be able to produce on demand recommendations during a negotiation process. We first briefly discuss Raiffa's solution of balanced increments and, based on that idea, propose another solution based on balanced concessions. The combined application of the bargaining process models associated with these solutions leads to a flexible negotiation support method. A risk sharing negotiation problem illustrates how to implement our negotiation support method in a negotiation case. © 2010 Real Academia de Ciencias, España.
| Translated title of the contribution | Balanced increment and concession methods for negotiation support |
|---|---|
| Original language | Spanish |
| Pages (from-to) | 41-56 |
| Number of pages | 15 |
| Journal | Revista de la Real Academia de Ciencias Exactas, Fisicas y Naturales - Serie A: Matematicas |
| Volume | 104 |
| Issue number | 1 |
| DOIs | |
| Publication status | Published - 2010 |
Keywords
- Balanced concessions
- Balanced increments
- Bargaining solutions
- Negotiation analysis
- Negotiation support
- Risk sharing