English, Article, Journal or magazine article edition: Rational Inefficient Compromises in Negotiation. G.E. Kersten; G.R. Mallory

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Bookmark: http://trove.nla.gov.au/version/138499
Physical Description
  • preprint
Language
  • English

Edition details

Title
  • Rational Inefficient Compromises in Negotiation.
Author
  • G.E. Kersten
  • G.R. Mallory
Physical Description
  • preprint
Notes
  • It has often been assumed that rational negotiators who achieve inefficient compromises should accept Pareto improvements suggested by some external party, such as an expert mediator, or a computer system. Following this assumption an argument is made to give legitimacy to efficient compromises generated by a negotiation support system or to entice a partymove to a Pareto improvement. The simplificatons made in model construction on the one hand and the very narrow and limited considerations of rationality in present negotiation support systems on the other, suggest a different approach to support. This approach is based on engaging users to a sound process confronting them with their inconsisencies rather than providing solutions or promoting improvements.
  • RePEc:wop:iasawp:ir98024
Language
  • English
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