The role of multi-objective optimization in negotiation and mediation support

The paper reviews the methodology of multi-objective modeling and optimization used in decision support based on computerized analytical models (as opposed to logical models used in expert systems) that represent expert knowledge in a given field. The essential aspects of this methodology relate to its flexibility: modeling and optimization methods are treated not as goals in themselves but as tools that help a sovereign user (an analyst or a decision maker) to interact with the model, to generate and analyze various decision options, to learn about possible outcomes of these decisions. Although the applications of such methods in negotiation and mediation support is scarce yet, their flexibility increases essentially the chances of such applications. Various aspects of negotiation and mediation methods related to multi-objective optimization and game theory are also reviewed. A possible application of the MCBARG system for supporting negotiation related to the acid rain problem is briefly summarized.     

Structuring and simulating negotiation: An approach and an example

Negotiation is a complex and dynamic decision process during which parties perceptions, preferences, and roles may change. Modelling such a process requires flexible and powerful tools. The use of rule-based formalism is therefore expanded from its traditional expert system type technique, to structuring and restructuring non-trivial processes like negotiation. Using rules we build a model of a negotiation problem. Some rules are used to infer positions and reactions of the parties, other rules are used to modify problem representation when such a modification is necessary. We illustrate the approach with a contract negotiation case between two large companies. We also show how this approach could help one party to realize that negotiations are being carried on against their assumptions and expectations.     

国际商务谈判的博弈论议价模型分析

商务谈判是谈判各方当事人在追求共同商业目标,实现双方商业利益整个过程中不断化解冲突、实现谈判者最大利益的手段。在商务谈判中,正确掌握国际商品价格对于节约交易成本,增强企业国际市场竞争力,具有重要意义。可以从博弈论的角度,建立国际商务谈判的议价模型,对信息进行组织、筛选,寻找一个最佳的价格点来分析谈判双方应采取的策略。     

Game-modeling multilateral trade negotiations

Using actual trade and tariff data for the United States and the European Community, this paper demonstrates how a trade negotiation such as the Tokyo Round can be modeled as a game among countries attempting to minimize individual welfare loss functions. First, we construct welfare functions based on suggested trade negotiation goals. We compute both the noncooperative Nash-Cournot equilibrium tariffs and the cooperative Nash equilibrium implied by these welfare functions. Welfare outcomes under the computed equilibrium tariffs are then compared with those arising from the initial tariff structure, as well as the tariff structure actually determined by the negotiation. We find that, while the game model tracks closely the decisions of the negotiators in the Tokyo Round, later unilateral political decisions resulted in less optimal tariffs.     

IN SEARCH OF WHAT IS RIGHT: THE MORAL DIMENSIONS OF THE DRUG DEBATE

The protagonists in the drug debate are talking past one another. While some argue that the drug debate is a health and social issue and should primarily be analytical and based on empirical evidence, others, explicitly or implicitly, treat it as a moral issue: overwhelmingly, in Australia, based on Christian beliefs. The aim of this paper is to set out a framework for the debate which explicitly recognises its moral as well as its empirical and analytical dimensions. It is hoped that greater transparency will facilitate the debate and may help the formulation of common positions. Heroin maintenance is used as an example to illustrate the arguments.     

Decision analysis for practical negotiation application

The family of decision analysis techniques can be applied effectively to support practical negotiators in international settings. These techniques are most appropriate in support of the prenegotiation phase, when parties are diagnosing the situation, assessing their own plans and strategies, and evaluating likely reactions and outcomes. The paper identifies how these approaches have and can be used to assist negotiation practitioners, offers a rationale for the application of decision analytic approaches in terms of the particular analytical requirements of the prenegotiation period, suggests how these process-oriented tools can be integrated with substantive tools, and discusses ways in which these tools can be presented and delivered to practitioners in a practical and confidence-building manner.     

Risk and Protective Factors for Depressive Symptoms Among Indigenous Older Adults: Intimate Partner Violence (IPV) and Social Support

Research on depression and intimate partner violence (IPV) experienced by Indigenous older adults is virtually nonexistent. Given the associations between IPV and depression and their disproportionately high rates among Indigenous peoples in a context of historical oppression, the purpose of this inquiry is to examine how IPV and social support are associated with depressive symptoms for Indigenous older adults. We expand the knowledge base on IPV in later life, which primarily focuses on female samples, by including older men. We predicted: (a) IPV will be positively associated with depressive symptoms and (b) levels of social support will be negatively associated with depressive symptoms. Hierarchical regression analyses of data from a sample of Indigenous older adults (N = 233) in the Upper Midwest indicated that physical aggression (but not psychological aggression, sexual coercion, injury, or negotiation) was positively associated with depressive symptoms, whereas social support was negatively associated with depressive symptoms.     

INCORPORATING COGNITIVE-BEHAVIORAL TECHNIQUES INTO A TRADITIONAL GROUP WORK MODEL

The development of an eclectic model of group work is proposed, which incorporates specific cognitive-behavioral techniques into a traditional group work approach. The model for stages of group development put forth by Garland, Jones and Kolodny (1973), serves as the framework into which the techniques of modeling, problem-solving/negotiation training, etc., are introduced. The development of cohesion during the first two stages is the focus of discussion. Unobtrusive behavioral measurement and evaluation methods are also introduced.     

Negotiation and Defeasible Decision Making

In economically meaningful interactions negotiations are particularly important because they allow agents to improve their information about the environment and even to change accordingly their own characteristics. In each step of a negotiation an agent has to emit a message. This message conveys information about her preferences and endowments. Given that the information she uses to decide which message to emit comes from beliefs generated in previous stages of the negotiation, she has to cope with the uncertainty associated with them. The assessment of the states of the world also evolves during the negotiation. In this paper we analyze the intertwined dynamics of beliefs and decision, in order to determine conditions on the agents that allow them to reach agreements. The framework for decision making we consider here is based on defeasible evaluation of possibilities: an argument for a choice defeats another one if it is based on a computation that better uses all the available information.     

The Taking of a Position: A Reinterpretation of the Elaboration Likelihood Model

This article explains how data associated with attitude change and persuasion in mainstream psychology and social psychology can be reinterpreted as evidence of the agentive ability of taking a position. A critical review is made of the elaboration likelihood model and a position model is adapted from positioning theory. The postulates of the elaboration likelihood model are then subjected to critical scrutiny by means of comparison with our position model. In this way regularities associated with attitude change and persuasion are interpreted as evidence of a deliberative process, involving negotiation and the use of supporting and opposing arguments. We present this as evidence of the commonly held agentive ability to position oneself and anticipate the positions of others.     

The impact of information and computer based training on negotiators' performance

This paper presents the results of an experiment on negotiation, designed to measure the impact of (1) computerized training and (2) information on negotiators' performanceThe paper is structured as follows. First, we review the literature on negotiation training. Second, we develop a conceptual framework to link various forms of Negotiation Support Systems to joint and individual negotiation performance. Third, we present the negotiation paradigm — a bilateral monopoly — and the computerized training system we used. Regarding training, our results show an asymmetric impact on individual performance levels and, unexpectedly, a negative impact on negotiators' joint performance. In contrast, more information improves both individual and joint performance. Finally, we discuss these results, and outline further research questions.     

The division of child care among couples with young children: An empowerment model

In this article, we present a qualitative analysis of couples’ child care arrangements using an empowerment model. Data are taken from gender-segregated focus group interviews with eight married, co-residential couples parenting young children. We analyze this data using an empowerment model that focuses on individuals’ experiences recognizing and acting on opportunities to exercise control, which in this case we conceptualize as preferences for child care involvement. In addition to this focus on interpersonal negotiation between parents, we build on Bronfenbrenner's (1979, 1986) ecological perspective and understand child care arrangements as emerging within complex social systems, demanding constant negotiation between the person and environment. Thus, our attention to empowerment includes a focus on the notable contexts of work, school, and community. We find that in many ways, both mothers and fathers in our sample felt little control over ecological factors shaping child care arrangements. For mothers, empowerment was a process that involved varying degrees of control over fathers’ involvement in child care within the further confines presented by work and school. Fathers generally felt empowered to engage in child care tasks when they chose to do so. This stands in contrast to mothers’ implicit responsibility for the care of their children and need to request fathers’ involvement unless social contexts demanded it.     

Multilateral negotiations over climate change policy

Negotiations in the real world have many features which tend to be ignored in policy modeling. They are often multilateral, involving many negotiating parties with preferences over outcomes that can differ substantially. They are also often multidimensional, in the sense that several policies are negotiated over simultaneously. Trade negotiations are a prime example, as are negotiations over environmental policies to abate carbon dioxide (CO₂). We demonstrate how one can formally model this type of negotiation process. We use a policy-oriented computable general equilibrium model to generate preference functions which are then used in a formal multilateral bargaining game. The case is to study climate change policy, but the main contribution is to demonstrate how one can integrate formal economic models of the impacts of policies with formal bargaining models of the negotiations over those policies.     

China’s Choice of Analytical Models for Its Anti-Monopoly Law

Modern analytical models for anti-monopoly laws are a core element of the application of those laws. Since the Anti-Monopoly Law of the People’s Republic of China was promulgated in 2008, law enforcement and judicial authorities have applied different analytical models, leading to divergent legal and regulatory outcomes as similar cases receive different verdicts. To select a suitable analytical model for China’s Anti-Monopoly Law, we need to consider the possible contribution of both economic analysis and legal formalism and to learn from the mature systems and experience of foreign countries. It is also necessary to take into account such binding constraints as the current composition of China’s anti-monopoly legal system, the ability of implementing agencies and the supply of economic analysis, in order to ensure complementarity between the analytical model chosen and the complexity of economic analysis and between the professionalism of implementing agencies and the cost of compliance for participants in economic activities. In terms of institutional design, the models should provide a considered explanation of the legislative aims of the law’s provisions. It is necessary, therefore, to establish a processing model of behavioral classification that is based on China’s national conditions, applies analytical models using normative comprehensive analysis, makes use of the distribution rule of burden of proof, improves supporting systems related to analytical models and enhances the ability of public authorities to implement the law.     

The effect of computer intervention and task structure on bargaining outcome

This paper reports on a study that examined the impact of computer presentation of suggested solutions during negotiation, in bargaining situations that can be characterized as integrative or distributive. It was found that in the integrative task, the bargainers achieved higher joint outcomes when presented with suggestions. They had a more negative perception of the negotiation atmosphere, however. In the distributive task, the suggestions did not help achieve joint gains, but it lessened negative attitudes of the bargainers. Bargainers who received suggestions felt both they and their partner had been somewhat more flexible, cooperative, considerate, and less suspicious. Thus, regardless of negotiation situation, the suggestions resulted in some benefit to the negotiators.     

Decision support and negotiation research: A researcher's perspective

The intellectual interchange between methodologists interested in supporting negotiation practice and negotiation researchers who have been developing conceptual frameworks of the process and outcome must be enlivened. Taking the perspective of a researcher concerned with understanding and explaining the process of negotiation, the author highlights several key theoretical concepts that DSS developers should consider in designing techniques for practitioners which will introduce dynamic and creative aspects and provide a firm theoretical underpinning for their DSS approaches.     

Information management support for international negotiations

This paper examines the information processing requirements that surround the international negotiations process. General problem-solving models and generic task taxonomies are explored to provide insight into this process, a process that can be characterized as iterative options analysis. The paper also identifies a set of existing and emerging information technologies that can support the negotiation process, technologies that range from electronic mail to group decision support systems. The premise of the paper is that cost-effective information technology can support many important negotiation tasks and that existing technology has been vastly under-exploited by negotiators and their staffs. A program for introducing and evaluating information technology is also proposed.     

An investigation of defamilization/familization measures to assist women to save pension income and strengthen the adult worker model—The case of Hong Kong

This paper examines the use of defamilization and familization measures to develop an analytical framework to inform the search for ways to improve women's opportunities to accumulate pension income. This framework is associated with the use of the adult worker model. Three main analytical tasks are presented. Firstly, we discuss different interpretations of what defamilization entails. Based on these different views, two types of defamilization measures utilized by the government are identified: care‐focused and economic defamilization. Secondly, with reference to different definitions of the adult worker model, we develop a framework for identifying ways to make the provision of the government's defamilization measures and its alternatives (care‐focused and economic familization measures) more effective in assisting women to accumulate pension income. Thirdly, using the case of Hong Kong, we demonstrate the application of this analytical framework.     

Representing the negotiation process with a rule-based formalism

The objective of this paper is to introduce a flexible approach to the structuring of negotiations. The process of negotiations with its intricacies is discussed, and drawbacks of quantitative methods are analyzed. The decomposition of the negotiation process into a certain hierarchical structure is presented. This structure is represented with and/or trees used for knowledge representation in artificial intelligence. The definitions of flexibility and reactions to the opponent's moves are introduced with the help of a rule-based formalism. The implications of these definitions for the analysis of the negotiation process are presented. The approach is illustrated with a set of hypothetical examples.