Two-party negotiation modeling: An integrated fuzzy logic approach
Abbreviated Journal Title
Group Decis. Negot.
negotiation analysis; two-party negotiations; negotiation simulation; fuzzy logic; Management; Social Sciences, Interdisciplinary
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.
Group Decision and Negotiation
"Two-party negotiation modeling: An integrated fuzzy logic approach" (1998). Faculty Bibliography 1990s. 2491.