The judgment policies of negotiators and the structure of negotiation problems

Article Abstract:

Negotiation problem structures are determined by the negotiators' judgment policies. Differences in how negotiating agents judge the usefulness of possible settlements may lead to the adoption of very different approaches in the structuring problems under negotiation. The structure of the negotiation problem, in turn, may influence both the process and the outcome of negotiations. Understanding negotiators' judgment policies and the resultant structure of negotiation problems can lead to increased understanding of the negotiation process.

Judgment, Judgment (Psychology)

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Airline buyout: evolutionary systems design and problem restructuring in group decision and negotiation

Article Abstract:

Problem representation may be done in various ways, including the alternate but equivalent technique, and the alternate but nonequivalent representation. Problem restructuring, involving the changing of problem representation into a new structure as applied in group decision and negotiation support systems, is discussed. The concept of restructuring, using the evolutionary systems design method has been tried on multiple problem restructuring in a situation brought on by labor-management disputes and buy-out in an airline industry.

Air transportation, scheduled, Methods, Airlines, Negotiation, mediation and arbitration, Labor disputes

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Problem restructuring in negotiation

Article Abstract:

Problem restructuring in negotiations refers to the process of actively altering how the issues being discussed are perceived by the negotiating parties so that an agreement may be reached. Making concessions is often necessary in order to avoid deadlocks and achieve progress towards the final resolution of a problem. The framework and mechanisms for the restructuring processes implemented in the computer program, PERSUADER, are discussed. PERSUADER acts as labor mediator in simulated hypothetical labor-management disputes.

Evaluation, Product/Service Evaluation, PERSUADER (Computer program)

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