Přehled o publikaci

Negotiation is often used as a way of seeking consensus when multiple parties are making decisions. The use of multiple evaluation criteria reflects the reality of these processes and allows for concessions to be made on only sensitive criteria. To solve multicriteria problems by changing the aspiration levels of the criteria, the Aspiration Level Oriented Procedure (ALOP) is proposed, which can be generalized for modelling negotiation processes. The negotiation process is endowed with a number of subjective procedures, but it is possible to model the basic procedures. This paper focuses on the simulation of negotiation in a multicriteria model where individual criterion functions are not optimized, but aspirational levels are varied to reach consensus. The concept of pressure can be used to change the aspiration levels. Negotiators are subject to a series of internal and external pressures that lead them to make a series of concessions.