Two-party negotiation modeling: An integrated fuzzy logic approach

    Authors

    A. M. Wasfy;Y. A. Hosni

    Comments

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    Abbreviated Journal Title

    Group Decis. Negot.

    Keywords

    negotiation analysis; two-party negotiations; negotiation simulation; fuzzy logic; Management; Social Sciences, Interdisciplinary

    Abstract

    Game theoretic models attempted to predict unique equilibrium outcomes of negotiations with limited success. The imprecise character of negotiation is often altered to fit the game theorist's exacting approach. Alternative models deviated from the formal game theoretic approach and attempted to accommodate concepts such as negotiator power and time pressure. In this paper, we introduce a model which uses a fuzzy logic approach to deal with the imprecision in the negotiation process and to integrate several negotiation theories. The new model is used to simulate multiple-issue, two-party negotiations and results are consistent with established negotiation theories.

    Journal Title

    Group Decision and Negotiation

    Volume

    7

    Issue/Number

    6

    Publication Date

    1-1-1998

    Document Type

    Article

    Language

    English

    First Page

    491

    Last Page

    518

    WOS Identifier

    WOS:000077761800003

    ISSN

    0926-2644

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