Title

Two-Party Negotiation Modeling: An Integrated Fuzzy Logic Approach

Keywords

Fuzzy logic; Negotiation analysis; Negotiation simulation; Two-party negotiations

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.

Publication Date

1-1-1998

Publication Title

Group Decision and Negotiation

Volume

7

Issue

6

Number of Pages

491-518

Document Type

Article

Personal Identifier

scopus

DOI Link

https://doi.org/10.1023/A:1008615011578

Socpus ID

0032285674 (Scopus)

Source API URL

https://api.elsevier.com/content/abstract/scopus_id/0032285674

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