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Abstract
In this paper we consider the idea of negotiations conducted by means of the software support tools. We present the advantages of the negotiation support systems discussing their different functions and typologies focusing later on the possibilities of decision support they can give to the negotiating parties in all negotiation phases. After presenting the most popular solutions we introduce also two of our own procedures that can be applied in the pre‐negotiation phase for eliciting negotiators’ preferences and building the offers’ scoring systems for the parties. The first one is based on the Hammond, Keeney and Raiffa's procedure of even swaps, while the second derives from the Roy's ELECTRE‐TRI. Both of them can be easily applied as the analytic engines in electronic negotiation systems replacing the classical additive scoring systems. We discuss also the issue of using different scoring systems in the successive negotiation phases.
Santrauka
Straipsnyje pateikiama ideja apie derybu vykdyma naudojantis sprendimu paramos programa. Pristatomi derybu sistemos privalumai aptariant skirtingas funkcijas ir tipologijas, veliau akcentuojant sprendimu paramos sistemos galimybes, kurias gali duoti ši sistema kiekvienai iš derybu šaliu bet kuriuo derybu etapu. Pristačius populiariausius sprendimus pateikiamos dvi procedūros, kurios gali būti taikomos norint išsiaiškinti derybininko prioritetus ir sudaryti siūlančio asmens šaliu vertinimo sistema. Pirmoji paremta Hammond, Keeney and Raiffa lygiu mainu procedūra, o antroji – Roy sukurta ELECTRE‐TRI. Šios procedūros gali būti lengvai pritaikytos kaip analitine sistema elektronineje derybu sistemoje, pakeičiant klasikines adityviasias vertinimo sistemas. Nagrinejama, kaip skirtingos vertinimo sistemos naudojamos tolesniuose derybu etapuose.
