Multi-Attribute Utility Models for Negotiations.
DECISIONS AND DESIGNS INC MCLEAN VA
Pagination or Media Count:
This report describes a methodology for the application of a multi-attribute utility model to negotiations. Using a hypothetical base rights negotiation as an example, the paper describes how each partys preferences for each issue are assessed in terms of weighted utility curves, the set of Pareto optimum treaties is calculated, the value to each side of not having a treaty is assessed, and the treaty which is best with respect to four very general criteria is found. The question of disclosure is then explored. It is found that one side may increase the value of a treaty in some negotiations by falsifying its reported utility curves and that the presence of a mediator is, therefore, essential if the best possible treaty is to be found.
- Administration and Management