Negotiation protocol based on ordered weighted averaging and Fuzzy metrics

ABSTRACT

Negotiation Support Systems are used to exchange offers and to improve the negotiation process. Some methods are based on perspectives like heuristics in order to bring the negotiation protocol gradually closer to reality. These approaches can be important in real negotiation as they can help to improve skillsespecially in distributive bargaining. This paper proposes a Negotiation Support framework to provide the negotiator with recommendations on making decisions in a negotiation process. To input this idea into negotiation protocols, this paper suggests that some concepts based on OWA (Ordered Weighted Averaging) and some of its metrics (Orness, Dispersion) be included in the heuristics of a structured negotiation schedule. It is expected that the support provided will aid the negotiator to make decisions during the negotiation process, to learn from the elicitation and his own behavior the results obtained can help the negotiator improving his skills in the negotiation process.

KEYWORDS:

• Ordered weighted averaging
• negotiation
• bargaining negotiation
• Faratin model
• Fuzzy

Acknowledgments

This study was financed in part by the Coordenação de Aperfeiçoamento de Pessoal de Nível Superior - Brasil (CAPES) - Finance Code 001.

Additional information

Funding

This study was financed in part by the Coordenação de Aperfeiçoamento de Pessoal de Nível Superior - Brasil (CAPES) - Finance Code 001.

Notes on contributors

José Leão e Silva Filho

José Leão e Silva Filho is an assistant professor in the Management Engineering Department at Universidade Federal de Pernambuco (UFPE-CAA) since 2013, researcher of the research group on Decision and Negotiation for Water Management (DNW), and research member of the CDSID (Center for Decision Systems and Information Development). He received his Master and PhD degrees in Management Engineering from UFPE, Brazil. His research interests include MCDM/A, Group Decision and Negotiation, Operational Research, and Production Cost.

Danielle Costa Morais

Danielle Costa Morais is an associate professor in the Management Engineering Department at Universidade Federal de Pernambuco (UFPE) since 2007, Director of Post-Graduate Program of Management Engineering at UFPE (2008-2010 and 2013-currently), Director of the research group on Decision and Negotiation for Water Management (DNW) and a research member of the CDSID (Center for Decision Systems and Information Development). She received her Master and PhD degrees in Management Engineering from UFPE, Brazil. Dr. Morais has been awarded a grant of Productivity in Research by CNPq (Brazilian NRC). Her research interests include MCDM/A, Group Decision and Negotiation, Operational Research, and Water Resources Management. She has co-authored over 40 scientific papers in reviewed journals. She serves on the editorial boards of scholarly journals, such as Group Decision and Negotiation. She has been an active member of the main societies related to Operational Research, MCDM/A and Group Decision, and served the INFORMS MCDM section as a board member.