Restructurable Representations of Negotiation
Gregory E. Kersten, Wojtek Michalowski, Stan Szpakowicz, Zbig Koperczak
Management Science · 1991 · Volume 37 · Issue 10
Abstract
The paper introduces restructurable modelling of negotiation aimed at supporting decision situations with an evolving structure. The theoretical framework of such models is presented by means of a rule-based formalism. This framework encompasses both qualitative and quantitative models, and the use of multiple procedures for solving the negotiation problem, adjusting the solution, and restructuring the problem representation. A hypothetical example of a house purchase is given to illustrate the discussion. The implications of the study for future directions of research on negotiation modelling and support are presented.
Keywords
logic modelling, restructuring, negotiation support
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