A model for supporting mediator in bilateral negotiations. Part I

Abstract

The paper considers a model for supporting mediator in bilateral negotiations with respect to the main factors that influence negotiation process and outcomes. The results of the research on behavioural approach which identify these factors are presented. Next general framework of the model, which consists of two separate modules, is presented. A short introduction concerning both modules is given. The first module is to identify negotiators’ personal characteristics that comprise their psychological profiles. The second one is to determine the efficient mix of negotiation strategies that will lead them to the efficient outcomes. Then, a detail description of the first module is given. The formal statistical procedures for identification of the individual psychological profiles with different clustering methods are considered. Finally, a numerical example is presented that shows the application of the first module into the psychological profiles identification process. This example is based on the eNS Inspire data set of the negotiation experiments conducted in the past.bilateral negotiation, mediator support, psychological profiles, clustering methods