Decyzje wielokryterialne i negocjacje: wybrane aspekty teoretyczne i badania eksperymentalne

Praca powstała w wyniku realizacji projektu badawczego nr 2016/21/B/HS4/01583 finansowego ze środków Narodowego Centrum Nauki.Wydanie publikacji zostało dofinansowane ze środków Wydziału Ekonomii i Finansów Uniwersytetu w Białymstoku.Aaldering H., Greer L.L., Van Kleef G.A., De Dreu C.K.W. (2013), Interest (mis)alignments in representative negotiations: Do pro-social agents fuel or reduce inter-group conflict?, „Organizational Behavior and Human Decision Processes” 120(2), s. 240-250.Adamus-Matuszyńska A. (2020), Heuristics and biases as sources of negotiators’ errors in the pre-negotiation phase. Review of Literature and Empirical research, „Optimum. Economic Studies” 101, s. 79-90.Akinci C., Sadler-Smith E. (2013), Assessing individual differences in experiential (intuitive) and rational (analytical) cognitive styles, „International Journal of Selection and Assessment” 21(2), s. 211-221.Allinson C.W., Hayes J. (1996), The cognitive style index: A measure of intuition-analysis for organizational research, „Journal of Management Studies” 33(1), s. 119-135.Alter S. (1980), Decision support systems: Current practice and continuing challenges, Addison-Wesley, Reading, MA.Andreoni J., Sprenger C. (2010), Certain and Uncertain Utility: The Allais Paradox and Five Decision Theory Phenomena, „Levine’s Working Paper Archive” 26.Appelt K.C., Milch K.F., Handgraaf M.J., Weber E.U. (2011), The decision making individual differences inventory and guidelines for the study of individual differences in judgment and decision-making research, „Judgment and Decision Making”.Armstrong, S.J., Cools, E. (2009), Cognitive styles and their relevance for business and management: A review of development over the past two decades, [w:] L.-F. Zhang, R. Sternberg (red.), Perspectives on the nature of intellectual styles, Springer Publishing, New York, s. 253-290.Armstrong S.J., Cools E., Sadler‐Smith E. (2012), Role of Cognitive Styles in Business and Management: Reviewing 40 Years of Research, „International Journal of Management Reviews” 14(3), s. 238-262.Arnott D. (2006), Cognitive biases and decision support systems development: A design science approach, „Information Systems Journal” 16(1), s. 55-78.Axelrod S., May, J.G. (1968), Effect of Increased Reward on the Two-Person Non-Zero-Sum Game, „Psychological Reports” 23, s. 675-678.Mastenbroek W. (1997), Negocjowanie, PWN, Warszawa.Matsatsinis N., Grigoroudis E., Siskos E. (2018), Disaggregation Approach to Value Elicitation, [w:] L.C. Dias, A. Morton, J. Quigley (red.), Elicitation: The Science and Art of Structuring Judgement, Springer Science & Business Media, New York, s. 313-348.Matwin S., Szapiro T., Haigh K. (1991), Genetic algorithms approach to a negotiation support system, „IEEE Transactions on Systems, Man, and Cybernetics” 21(1), s. 102–114.McDermott R. (2009), Prospect Theory and Negotiation, [w:] G. Sjöstedt, R. Avenhaus (red.), Negotiated Risks International Talks on Hazardous Issues, Springer-Verlag, Berlin, Heidelberg, s. 1-23.McShane M., Nirenburg S., Jarrell B. (2013), Modeling decision-making biases, „Biologically Inspired Cognitive Architectures” 3, s. 39-50.Bell D.E., Raiffa H., Tversky A. (1988), Decision Making: Descriptive, Normative, and Prescriptive Interactions, Cambridge University Press, Cambridge.Mela K., Tiainen T., Heinisuo M. (2012), Comparative study of multiple criteria decision making methods for building design, „Advanced Engineering Informatics” 26(4), s. 716-726.Mesjasz C. (1996), Założenia analizy negocjacji, „Organizacja i Kierowanie” 3(85), s. 33-44.Mesjasz C. (2000), Determinanty i modele procesów negocjacji kredytowych pomiędzy bankiem a przedsiębiorstwem, „Zeszyty Naukowe. Akademia Ekonomiczna w Krakowie”, Seria Specjalna, Monografie, t. 142.Forgas J.P. (1998), On feeling good and getting your way: Mood effects on negotiator cognition and bargaining strategies, „Journal of Personality and Social Psychology” 74(3), s. 565-577.Kaiser H.F. (1974), An index of factorial simplicity, „Psychometrika” 39(1), s. 31-36.Messick, S. (1976), Personality consistencies in cognition and creativity, [w:] S. Messick (red.), Individuality in learning, t. 4, Jossey-Bass, Oxford, s. 4-23.Meyer C.J., McCormick B., Clement A., Woods R., Fifield C. (2012), Scissors cut paper: Purposive and contingent strategies in a conflict situation, „International Journal of Conflict Management” 23(4), s. 344-361.Miettinen K. (2014), Survey of methods to visualize alternatives in multiple criteria decision making problems, „OR Spectrum” 36(1), s. 3-37.Miller D.T., Ross M. (1975), Self-serving biases in the attribution of causality: Fact or fiction?, „Psychological Bulletin” 82(2), s. 213-225.Miller G.A. (1956), The magical number seven, plus or minus two: Some limits on our capacity for processing information, „Psychological Review” 63(2), s. 81-97.Mingers J., Rosenhead J. (2004), Problem structuring methods in action, „European Journal of Operational Research” 152(3), s. 530-554.Montibeller G., von Winterfeldt D. (2015), Cognitive and Motivational Biases in Decision and Risk Analysis, „Risk Analysis” 35(7), s. 1230-1251.Bénabou R., Tirole J. (2006), Incentives and prosocial behavior, „American Economic Review” 96(5), s. 1652-1678.Moon Y. (2003), Don’t blame the computer: When self-disclosure moderates the self-serving bias, „Journal of Consumer Psychology” 13(1-2), s. 125-137.Morewedge C.K., Yoon H., Scopelliti I., Symborski C.W., Korris J.H., Kassam K.S. (2015), Debiasing decisions: Improved decision making with a single training intervention, „Policy Insights from the Behavioral and Brain Sciences” 2(1), s. 129-140.Kałążna-Drewińska U. (2006), Negocjacje w biznesie: Kluczowe problemy, Wydawnictwo Akademii Ekonomicznej im. Oskara Langego, Wrocław.Frank M.J., Cohen M.X., Sanfey A.G. (2009), Multiple systems in decision making: A neurocomputational perspective, „Current Directions in Psychological Science” 18(2), s. 73-77.Moshkovich H.M., Gomes L.F.A.M., Mechitov A.I., Rangel L.A.D. (2012), Influence of models and scales on the ranking of multiattribute alternatives, „Pesquisa Operacional” 32(3), s. 523-542.Moshkovich H., Mechitov A., Olson D. (2016), Verbal decision analysis, [w:] S. Greco (red.), Multiple Criteria Decision Analysis: State of the Art Surveys, Springer, New York, s. 605-636.Mouton J.S., Blake R.R. (1964), The managerial grid, Gulf Publishing, Houston.Movius H. (2008), The effectiveness of negotiation training, „Negotiation Journal” 24(4), s. 509-531.Mumpower J.L., Sheffield J., Darling T.A., Milter R.G. (2004), The accuracy of post-negotiation estimates of the other negotiator’s payoff, „Group Decision and Negotiation” 13(3), s. 259-290.Murnighan J.K. (1992), Bargaining games. A new approach to strategic thinking in negotiations, William Morrow and Company Inc., New York.Murnighan J.K., Babcock L., Thompson L., Pillutla M. (1999), The information dilemma in negotiations: Effects of experience, incentives and integrative potential, „International Journal of Conflict Management” 10(4), s. 313-339.Mustajoki J., Hämäläinen R.P. (2000), Web-Hipre: Global Decision Support By Value Tree And AHP Analysis, „INFOR: Information Systems and Operational Research” 38(3), s. 208-220.Benbasat I., Dexter A.S. (1982), Individual differences in the use of decision support aids, „Journal of Accounting Research” 20(1), s. 1-11.Kamiński J. (2000), Modele procesów negocjacji, „Optimum. Studia Ekonomiczne” 1(5), s. 55-73.Mustajoki J., Hämäläinen R.P. (2007), Smart-Swaps—A decision support system for multicriteria decision analysis with the even swaps method, „Decision Support Systems” 44(1), s. 313-325.Babcock L., Loewenstein G., Issacharoff S., Camerer C. (1995), Biased judgments of fairness in bargaining, „The American Economic Review” 85(5), s. 1337-1343.Nash J. (1950), The Bargaining Problem, „Econometrica” 18(2), s. 155-162.Nash J. (1953), Two-Person Cooperative Games, „Econometrica” 21(1), s. 128-140.Neale M.A., Bazerman M.H. (1985), The Effects of Framing and Negotiator Overconfidence on Bargaining Behaviors and Outcomes, „Academy of Management Journal” 28(1), s. 34-49.Neale M.A., Bazerman M.H. (1992a), Negotiating rationally: The power and impact of the negotiator’s frame, „Academy of Management Perspectives” 6(3), s. 42-51.Neale M.A., Bazerman M.H. (1992b), Negotiator cognition and rationality: A behavioral decision theory perspective, „Organizational Behavior and Human Decision Processes” 51(2), s. 157-175.Neale M.A., Huber V.L., Northcraft G.B. (1987), The framing of negotiations: Contextual versus task frames, „Organizational Behavior and Human Decision Processes” 39(2), s. 228-241.Nęcki Z. (1991), Negocjacje w biznesie, Profesjonalna Szkoła Biznesu, KrakówNierenberg G.I. (1994), Sztuka negocjacji jako metoda osiągania celu, Wydawnictwo STUDIO EMKA, Warszawa.Kamiński J. (2002), Negocjacje w biznesie jako przedmiot zainteresowania nauk ekonomicznych, „Optimum. Studia Ekonomiczne” 4(24), s. 97-117.Northcraft G.B., Neale M.A. (1987), Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions, „Organizational Behavior and Human Decision Processes” 39(1), s. 84-97.Berisha G., Pula J.S., Krasniqi B. (2018), Convergent validity of two decision making style measures, „Journal of Dynamic Decision Making” 4, s. 1-3.Fry W.R., Firestone I.J., Williams D.L. (1983), Negotiation Process and out come of Stranger Dyads and Dating Couples: Do Lovers Lose?, „Basic and Applied Social Psychology” 4(1), s. 1-16.Nutt P.C. (1990), Strategic decisions made by top executives and middle managers with data and process dominant styles, „Journal of Management Studies” 27(2), s. 173-194.Nyhart J.D., Gltner C. (1987), Computer models as support for complex negotiations, Sloan School of Management, Budapeszt.O’Connor K.M., Arnold J.A., Burris E.R. (2005), Negotiators’ Bargaining Histories and Their Effects on Future Negotiation Performance, „Journal of Applied Psychology” 90(2), s. 350-362.Ogilvie J.R., Carsky M.L. (2002), Building emotional intelligence in negotiations, „International Journal of Conflict Management” 13(4), s. 381-400.Osborne M.J., Rubinstein A. (1990), Bargaining and Markets, Academic Press Inc., San Diego.Osman M. (2004), An evaluation of dual-process theories of reasoning, „Psychonomic Bulletin & Review” 11(6), s. 988-1010.Over D. (2004), Rationality and the normative/descriptive distinction, [w:] D.J. Koehler, N. Harvey (red.), Blackwell handbook of judgment and decision making, Blackwell Publishing, Malden, MA, s. 3-18.Kass E. (2008), Interactional justice, negotiator outcome satisfaction, and desire for future negotiations, „International Journal of Conflict Management” 19(4), s. 319-338.Ozernoy V.M. (1992), Choosing the „Best” multiple criterlv decision-making method, „INFOR: Information Systems and Operational Research” 30(2), s. 159-171.Pacini R., Epstein S. (1999), The relation of rational and experiential information processing styles to personality, basic beliefs, and the ratio-bias phenomenon, „Journal of Personality and Social Psychology” 76(6), s. 972-987.Pesendorfer E.-M., Koeszegi S.T. (2006), Hot versus cool behavioural styles in electronic negotiations: The impact of communication mode, „Group Decision and Negotiation” 15(2), s. 141-155.Furnham A. (2002), Personality, style preference and individual development, [w:] M. Pearn (red.), Individual differences and development in organisations, John Wiley & Sons, Chichester, s. 89-103.Bernoulli D. (1738), Specimen theoriae novae de mensura sortis, „Commentarii Academiae Scientiarum Imperialis Petropolitanae” t. 5, s. 175-192.Peterson R.M., Lucas G.H. (2001), Expanding the antecedent component of the traditional business negotiation model: Pre-negotiation literature review and planning-preparation propositions, „Journal of Marketing Theory and Practice” 9(4), s. 37-49.Peterson R.M., Shepherd, C.D. (2010), Preparing to negotiate: An exploratory analysis of the activities comprising the pre-negotiation process in a buyer-seller interaction, „Marketing Management Journal” 20(1), s. 66-75.Peterson R.M., Shepherd C.D. (2011), Negotiation preparation differences in selling situations: Collaborative versus competitive expectations, „Marketing Management Journal” 21(2), s. 103-114.Piatelli-Palmarini M. (1994), Inevitable Illusions. How Mistakes of Reason Rule our Minds, John Wiley & Sons Inc., New York.Power D.J. (2008), Decision Support Systems: A Historical Overview, [w:] F. Burstein, C.W. Holsapple (red.), Handbook on Decision Support Systems 1: Basic Themes, Springer, Berlin, Heidelberg, s. 121-140.Katsikopoulos K.V. (2011), Psychological Heuristics for Making Inferences: Definition, Performance, and the Emerging Theory and Practice, „Decision Analysis” 8(1), s. 10-29.Pruitt D.G., Carnevale P.J. (1993), Negotiation in social conflict, Thomson Brooks/Cole Publishing Co., Belmont.Pruitt D.G., Drews J.L. (1969), The effect of time pressure, time elapsed, and the opponent’s concession rate on behavior in negotiation, „Journal of Experimental Social Psychology” 5(1), s. 43-60.Prusak A., Stefanów P. (2014). AHP – analityczny proces hierarchiczny. Budowa i analiza modeli decyzyjnych krok po kroku, C.H. Beck, Warszawa.Purvis R.L., McCray G.E., Roberts T.L. (2004), Heuristics and Biases in Information Systems Project Management, „Engineering Management Journal” 16(2), s. 19-27.Galinsky A.D., Mussweiler T. (2001), First offers as anchors: The role of perspective-taking and negotiator focus, „Journal of Personality and Social Psychology” 81(4), s. 657-669.Putnam L.L., Roloff M.E. (1992), Communication and Negotiation, Sage publishing, Newbury Park, London.Betsch C., Iannello P. (2009), Measuring individual differences in intuitive and deliberate decision-making styles, [w:] W.A. Glöckner, C. Witteman (red.), Foundations for tracing intuition: Challenges and methods, Psychology Press, London, s. 251-271.Rahim M.A. (1983), A Measure of Styles of Handling Interpersonal Conflict, „Academy of Management Journal” 26(2), s. 368-276.Raiffa H. (1982), The Art and Science of Negotiation, Harvard University Press, Cambridge.Raiffa H., Richardson J., Metcalfe D. (2002), Negotiation Analysis: The Science and Art of Collaborative Decision Making, Harvard University Press, Cambridge.Katsikopoulos K.V., Gigerenzer G. (2013), Behavioral Operations Management: A Blind Spot and a Research Program, „Journal of Supply Chain Management” 49(1), s. 3-7.Rapopport A. (1989), Decision Theory and Decision Behaviour: Normative and Descriptive Approaches, Kluwer Acadmic Publishers, Dordrecht.Resnik M. (1987), Choices: An Introduction to Decision Theory, University of Minnesota Press, Minneapolis.Ritov I. (1996), Anchoring in Simulated Competitive Market Negotiation, „Organizational Behavior and Human Decision Processes” 67(1), s. 16-25.Robey D. (1983), Cognitive Style and DSS Design: A Comment on Huber’s Paper, „Management Science” 29(5), s. 567-579.Roselli L.R.P., de Almeida A.T., Frej E.A. (2019), Decision neuroscience for improving data visualization of decision support in the FITradeoff method, „Operational Research” 19(4), s. 933-953.Gambetti E., Fabbri M., Bensi L., Tonetti L. (2008), A contribution to the Italian validation of the General Decision-making Style Inventory, „Personality and individual differences” 44(4), s. 842-852.Ross L., Nisbett R.E. (1991), The Person and the Situation: Perspectives of Social Psychology, McGraw-Hill, New York.Roszkowska E. (2007), Modelowanie procesów decyzyjnych oraz negocjacji za pomocą kompleksów reguł, Wydawnictwo Uniwersytetu w Białymstoku, Białystok.Bichler M., Kersten G., Strecker S. (2003), Towards a structured design of electronic negotiations, „Group Decision and Negotiation” 12(4), s. 311-335.Roszkowska, E. (2009), Application TOPSIS methods for ordering offers in buyer-seller transaction, „Optimum. Studia Ekonomiczne” 3(43), s. 117-133.Keeney R.L., Raiffa H. (1976), Decisions with multiple objectives: Preferences and value trade-offs, Wiley, Chichester.Roszkowska E. (2011), Wybrane modele negocjacji, Wydawnictwo Uniwersytetu w Białymstoku, Białystok.Roszkowska E. (2016), The Application of UTA Method for Support Evaluation Negotiation Offers, „Optimum. Studia Ekonomiczne” 2(80), s. 144-162.Roszkowska E., Brzostowski J., Wachowicz T. (2014), Supporting Ill-Structured Negotiation Problems, [w:] P. Guo, W. Pedrycz (red.), Human-Centric Decision-Making Models for Social Sciences, Springer, Berlin, Heidelberg, s. 339-367.Roszkowska E., Filipowicz-Chomko M., Wachowicz T. (2018), Ocena akceptowalności wybranych metod wielokryterialnych – badanie eksperymentalne, „Prace Naukowe Uniwersytetu Ekonomicznego we Wrocławiu” 507(30), s. 219-227.Roszkowska E., Jefmański B., Wachowicz T. (2017), Zastosowanie teorii odpowiadania na pozycje testowe do oceny zdolności przetwarzania informacji preferencyjnej w negocjacjach elektronicznych, „Prace Naukowe Uniwersytetu Ekonomicznego we Wrocławiu” 468(28), s. 188-197.Roszkowska E., Kacprzak D. (2016), The fuzzy saw and fuzzy TOPSIS procedures based on ordered fuzzy numbers, „Information Sciences” 369, s. 564-584.Gelfand M.J., Brett J.M. (2004), The Handbook of Negotiation and Culture, Stanford University Press, Stanford.Roszkowska, E., Wachowicz T. (2013), Metoda TOPSIS i jej rozszerzenia-studium metodologiczne, „Prace Naukowe. Uniwersytet Ekonomiczny w Katowicach”, s. 11-40.Roszkowska E., Wachowicz T. (2015a), Application of fuzzy TOPSIS to scoring the negotiation offers in ill-structured negotiation problems, „European Journal of Operational Research” 242(3), s. 920-932.Roszkowska E., Wachowicz T. (2015b), Inaccuracy in Defining Preferences by the Electronic Negotiation System Users, [w:] B. Kamiński, G. Kersten, T. Szapiro, Outlooks and Insights on Group Decision and Negotiation, Springer International Publishing, Cham, s. 131-143.Keller N., Katsikopoulos K.V. (2016), On the role of psychological heuristics in operational research; and a demonstration in military stability operations, „European Journal of Operational Research” 249(3), s. 1063-1073.Björklund F., Bäckström M. (2008), Individual differences in processing styles: Validity of the Rational–Experiential Inventory, „Scandinavian Journal of Psychology” 49(5), s. 439-446.Roszkowska E., Wachowicz T. (2015c), Ocena ofert negocjacyjnych spoza dopuszczalnej przestrzeni negocjacyjnej, „Prace Naukowe Uniwersytetu Ekonomicznego we Wrocławiu” 385, s. 202-209.Roszkowska E., Wachowicz T. (2015d), Holistic evaluation of the negotiation template – comparing MARS and GRIP approaches, [w:] G. Kersten, B. Kamiński, M. Jakubczyk, P. Szufel (red.), Proceedings of the 15th International Conference on Group Decision & Negotiation, Warsaw School of Economics Press, Warszawa, s. 139-147.Roszkowska E., Wachowicz T. (2016a), Analyzing the applicability of selected MCDA methods for determining the reliable scoring systems, [w:] D. Bajwa, S. Koeszegi, R. Vetschera (red.), Group Decision and Negotiation: Theory, Empirical Evidence, and Application, Springer, Cham, s. 180-187.Roszkowska E., Wachowicz T. (2016b), Negocjacje. Analiza i wspomaganie decyzji, Wolters Kluwer Polska, Warszawa.Roszkowska E., Wachowicz T. (2016c), The Application of Item Response Theory for Analyzing the Negotiators’ Accuracy in Defining Their Preferences, [w:] D. Bajwa, S. Koeszegi, R. Vetschera (red.), Group Decision and Negotiation: Theory, Empirical Evidence, and Application, Springer, Cham, s. 3-15.Roszkowska E., Wachowicz, T. (2019a), Cognitive Style and the Expectations Towards the Preference Representation in Decision Support Systems, [w:] D. Costa Morais, A. Carreras, A. Teixeira de Almeida, R. Vetschera, Group Decision and Negotiation: Behavior, Models, and Support, Springer, Cham, s. 163-177.Gershon M.E. (1981), Model choice in multi-objective decision-making in natural resource systems, Dissertation, University of Arizona, Arizona.Roszkowska E., Wachowicz T. (2019b), The impact of decision-making profiles on the consistency of rankings obtained by means of selected multiple criteria decision-aiding methods, „Econometics. Advances in Applied Data Analysis” 23(2), s. 1-11.Roszkowska E., Wachowicz T., Kersten G. (2017), Can the Holistic Preference Elicitation be Used to Determine an Accurate Negotiation Offer Scoring System? A Comparison of Direct Rating and UTASTAR Techniques, [w:] M. Schoop, D.M. Kilgour (red.), Group Decision and Negotiation. A Socio-Technical Perspective, Springer International Publishing, Cham, s. 202-214.Bazerman M.H., Carroll J.S. (1987), Negotiator cognition, „Research in Organizational Behavior” 9, s. 247-288.Rowe A.J., Davis S.A. (1996), Intelligent information systems: Meeting the challenge of the knowledge era, Quorum books, Westport, CT.Rowe A.J., Mason R.O. (1987), Managing with style: A guide to understanding, assessing, and improving decision making, Jossey-Bass, San Francisco, CA.Błaut R. (1994), Skuteczne negocjacje, Centrum Informacji Menedżera, Warszawa.Roy B. (1996), Multicriteria methodology for decision aiding, Kluwer Academic Publisher, Dordrecht.Roy B., Bouyssou D. (1993), Aide multicritère à la décision: Méthodes et cas, Economica Paris, Paris.Roy B., Słowiński R. (2013), Questions guiding the choice of a multicriteria decision aiding method, „EURO Journal on Decision Processes” 1(1-2), s. 69-97.Rubin J.Z., Brown B.R. (1975), The Social Psychology of Bargaining and Negotiation, Academic Press, New York.Ruble T.L., Thomas K.W. (1976), Support for a two-dimensional model of conflict behavior, „Organizational Behavior and Human Performance” 16(1), s. 143-155.Gesteland R.F. (2000), Różnice kulturowe a zachowania w biznesie, Wydawnictwo Naukowe PWN, Warszawa.Rządca R. (2003), Negocjacje w interesa