The model for supporting mediator in bilateral negotiations. Part II

Abstract

The paper considers a model for supporting mediator in bilateral negotiations with respect to the main factors that influence negotiation process and outcomes. A detailed description of the second gametheory based module of the model is given. The module is to determine the mix of negotiation strategies that will lead negotiators to efficient outcomes. A nine-step algorithm that consists of both the procedure for determining the negotiation set of the game and the Zaras and Martel model of multi-attribute stochastic dominance is described next. Finally, a numerical example is presented that shows the application of the second module into the identification of negotiation strategies. This example is based on the eNS Inspire dataset of the negotiation experiments conducted in the past.bilateral negotiations, mediator support, selection of negotiation strategies, theory of games, multi-criteria stochastic dominance