engleski

Quantitative Analysis of Negotiation: The Advantages and the Limits

The article compares alternative mathematical approaches to negotiation analysis such as Game Theory, Cost-Benefit Theory (CBT), Multiple Criteria Decision Making (MCDM), Analytic Hierarchy Process (AHP), Multiobjective Value Analysis (MVA), etc. Most of these techniques ignores imprecision of available data thus offering small reliability in applied research. The alternative techniques based on Bayesian Decision Theory and various applications of sensitivity analysis are discussed with emphasis on realistic practical application in the study of negotiation processes.

negotiation; game theory; mathematics; decision analysis

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