Utilize este identificador para referenciar este registo: http://hdl.handle.net/10400.19/2598
Título: Mediation with Incomplete Information: Approaches to Suggest Potential Agreements
Autor: Sarabando, Paula
Dias, Luís
Vetschera, Rudolf
Palavras-chave: Incomplete information
Negotiation
Mediation
Integrative negotiation
Dance of the packages
Data: 2013
Resumo: In bilateral Negotiation Analysis, the literature often considers the case of complete information. In this context, since the negotiators know the value functions of both parties, it is not difficult to calculate the Pareto efficient solutions for the negotiation. Thus rational negotiators can reach agreement on this frontier. However, these approaches are not applied in practicewhen complete information is not available. The research question of ourwork is “It is possible to help negotiators achieving an efficient solution in the absence of complete information regarding the different parameters of the model?”. We propose to derive incomplete information about the preferences of negotiators from the statements they make and the offers they exchange during the negotiation process. We present and discuss three approaches that use this information in order to help a mediator proposing a better solution than the compromise the negotiators have reached or are close to reach.
Peer review: yes
URI: http://hdl.handle.net/10400.19/2598
DOI: 10.1007/s10726-012-9283-9
Aparece nas colecções:ESTGV - DMAT - Artigos publicados em revista científica (Indexados à ISI)

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Paula Sarabando _ GDN_2012.pdf628,47 kBAdobe PDFVer/Abrir
Paula Sarabando _ GDN_2012.pdf628,47 kBAdobe PDFVer/Abrir


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