An Approach to Support Negotiation Processes with Imprecise Information Multicriteria Additive Models

Abstract

This paper discusses the possible uses of the VIP (Variable Interdependent Parameters) Analysis software and methodology in negotiation support. VIP Analysis is a decision support tool that incorporates complementary approaches to deal with the aggregation of multi-criteria performances under imprecise information. Its purpose is to support the evaluation of a discrete set of alternatives according to multi-attribute additive value functions. We propose extensions of the methodology of VIP Analysis to address explicitly the differences among the actors in terms of the weights space.

An Analytical Approach to Offer Generation in Concession-Based Negotiation Processes

“…Process models have been proposed for groups of decision makers with homogeneous interests (e.g. Climaco and Dias 2006) and also for negotiations between parties with conflicting interests. In the latter field, one can distinguish improvement-based and concession-based MCDM approaches to negotiation (Teich et al 1994).…”

“…Desirable process properties like reciprocity of concessions or efficiency of outcomes require preference information in form of utility values of both partiesbased on MAUT (Keeney and Raiffa 1976), VIP (Climaco and Dias 2006), TOPSIS (Wachowicz 2010) or other multi-attribute preference models. We therefore consider an NSS to play the role of a trusted third party, to whom both sides reveal their true preferences without strategic misrepresentation.…”

Comparison of decision rules to mediate negotiations with incomplete information

“…For bilateral negotiation processes with a discrete set of alternatives and incomplete information on weights, Clímaco and Dias (2006) propose an extension of the VIP-G (Dias and Clímaco, 2005) methodology, based on the relaxation of the weights space that each negotiator accepts and defining convergence paths in this space. The methodology suits situations in which the parties agree on which issues are to maximize and which ones are to minimize.…”

Mediation with Incomplete Information: Approaches to Suggest Potential Agreements

“…Some approaches in the literature deal with incomplete information in the context of negotiation problems (see, for example, [5,8,10,17,18]). The importance of preference information is quite clearly mentioned in most of the negotiation literature.…”

“…For negotiation processes with incomplete information on weights, Clímaco and Dias [5] proposed an extension of the methodology of the software VIP-G [7]. Their method is based on relaxing the set of weights each actor accepts and defining convergence paths in the weights space.…”