Issue: 2012/Vol.22/No.4, Pages 121-137
REFERENCE POINTS-BASED METHODS IN SUPPORTING THE EVALUATION OF NEGOTIATION OFFERS
Cite as: T. Wachowicz, J. Brzostowski, E. Roszkowska. Reference points-based methods in supporting the evaluation of negotiation offers. Operations Research and Decisions 2012: 22(4), 121-137. DOI 10.5277/ord120407
Scoring the negotiation template and building a scoring system for negotiation offers is a starting point for analysis of negotiation. It is usually done by means of a classical additive scoring model. Recent research confirms, however, that TOPSIS may be a good alternative to SAW-based models, since it significantly facilitates the processes of template definition and elicitation of negotiator’s preferences. Fundamental ideas of the TOPSIS, VIKOR and BIPOLAR methods have been analysed and attempts were made to hybridize some of their notions to propose an alternative method for evaluating negotiation offers.
Keywords: Keywords: negotiation analysis, preference analysis, evaluation of negotiation template, reference points, TOPSIS, VIKOR, BIPOLAR