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Advisor(s)
Abstract(s)
In bilateral Negotiation Analysis, the literature often co
nsiders 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 frontier and the Pareto efficient soluti
ons for the negotiation. Thus rational
negotiators can reach agreement on this frontier. However,
these approaches are not applied in
practice when the parties do not have complete information.
The research question of our work is “It
is possible to help negotiators achieving an efficient soluti
on if they do not have complete information
regarding the different parameters of the model?”. We propos
e to obtain information regarding the
preferences of negotiators during the negotiation process
, in order to be able to propose alternatives
close to the Pareto frontier. During this work we will presen
t three approaches to help a mediator
proposing a better solution than the compromise the negotia
tors have reached or are close to reach.
Description
Keywords
Incomplete Information Negotiation Mediation Integrative Negotiation "Dance of the Packages