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Model wspomagania mediatora w negocjacjach dwustronnych. Część II

Wachowicz T.

Badania Operacyjne i Decyzje

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2005

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nr 1

53-70

PL

W artykule przedstawiono model wspomagania mediatora w negocjacjach dwustronnych z uwzględnieniem głównych czynników determinujących przebieg i wynik negocjacji. Szczegółowo omówiono drugi moduł modelu, którego podstawę teoretyczną stanowi teoria gier. W ramach tego modułu wyznaczono strategie negocjowania, pozwalające negocjatorom osiągnąć najkorzystniejsze wyniki. Przedstawiono algorytm postępowania, składający się z dziewięciu kroków, który uwzględnia procedurę wyznaczania obszaru negocjacyjnego gry oraz model wieloatrybutowej dominacji stochastycznej zaproponowany przez Zarasia i Martela. Wykorzystanie modułu w procesie poszukiwania najkorzystniejszych strategii negocjowania zilustrowano przykładem numerycznym, przedstawionym w końcowej części pracy. Przykład ten bazuje na danych empirycznych, pochodzących z internetowego

EN

The paper considers a model for supporting mediator in bilateral negotiations with respect to the main factors that influence negotiation process and outcomes. A detailed description of the second game-theory based module of the model is given. The module is to determine the mix of negotiation strategies that will lead negotiators to efficient outcomes. A nine-step algorithm that consists of both the procedure for determining the negotiation set of the game and the Zaras and Martel model of multi-attribute stochastic dominance is described next. Finally, a numerical example is presented that shows the application of the second module into the identification of negotiation strategies. This example is based on the eNS Inspire dataset of the negotiation experiments conducted in the past.

2

Multilateral Ranking Negotiations

Mazurkiewicz A.

Fundamenta Informaticae

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2004

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Vol. 63, nr 2,3

241--258

EN

In general, negotiations within a group of participants are processes, that starting with participants in some arbitrary (initial) states eventually will achieve an agreement with all participants being in the required negotiated states. Process of negotiation is performed according to a negotiation protocol. Here, an ordering of participants is taken as the negotiation goal; constructing a negotiation protocol for this purpose is referred to as the ranking problem. The formal method used for discussing the considered issue are local computations; in general, they consist in transforming states of the whole structure by way of transforming states of its substructures. The paper aims to discuss communication structures that admit negotiations limited to direct communications between participants of a single 'association' at a time. Necessary and sufficient conditions for existence of such a ranking protocol for considered structures are formulated and a universal protocol for ranking is given. The paper is a generalization of bilateral negotiations presented in [14], where negotiations are limited to associations containing at most two members; the multilateral protocol presented in this paper covers the case of bilateral negotiations.

3

Bilateral Ranking Negotiations

Mazurkiewicz A.

Fundamenta Informaticae

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2004

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Vol. 60, nr 1-4

1-16

EN

In general, a negotiation within a group of participants is a process, which starting with participants in some arbitrary (initial) states eventually come to an agreement with all participants being in the negotiated state. The formal method used for discussing the considered issue are local computations; in general, they consist in transforming states of whole structures by way of transforming states of some of their substructures. Negotiation procedures are local computations that act according to negotiation protocols. The paper aims to discuss communication structures that admit negotiations limited to direct communications between at most two negotiating partners (bilateral negotiations). As a formal model of the communication structures graphs are used, with nodes representing participants of negotiations, edges the direct links between them, and a total (linear) ordering of nodes as the goal of negotiations; in our setup substructures subjected to transformations consist of two adjecent nodes only. There are known protocols that can solve particular problems; the question arises whether the same problems can be solved by local computations using substructures of size at most two. The present paper aims to offer an answer to this question.