Towards assisted rationality switching in negotiations

• Autorzy: Nieciecka Weronika , Szapiro Tomasz
• Języki publikacji: EN

Abstrakty

EN

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.

Słowa kluczowe

EN

negotiation process; rationality; deprivation of needs

• Wydawca: Systems Research Institute, Polish Academy of Sciences
• Czasopismo: Control and Cybernetics
• Rocznik: 2021
• Tom: Vol. 50, No. 1
• Strony: 127--143
• Opis fizyczny: Bibliogr. 25 poz., rys.

Twórcy

autor

Nieciecka Weronika

• SGH Warsaw School of Economics Al. Niepodległości 162, 02-554 Warsaw, Poland

autor

Szapiro Tomasz

• SGH Warsaw School of Economics Al. Niepodległości 162, 02-554 Warsaw, Poland

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