Authors
Gregory E Kersten, Wojtek Michalowski, Stan Szpakowicz, Zbig Koperczak
Publication date
1991/10
Journal
Management Science
Volume
37
Issue
10
Pages
1269-1290
Publisher
INFORMS
Description
The paper introduces restructurable modelling of negotiation aimed at supporting decision situations with an evolving structure. The theoretical framework of such models is presented by means of a rule-based formalism. This framework encompasses both qualitative and quantitative models, and the use of multiple procedures for solving the negotiation problem, adjusting the solution, and restructuring the problem representation. A hypothetical example of a house purchase is given to illustrate the discussion. The implications of the study for future directions of research on negotiation modelling and support are presented.
Total citations
Scholar articles
GE Kersten, W Michalowski, S Szpakowicz… - Management Science, 1991