<abstract xmlns="http://www.w3.org/1999/xhtml">

<p>The text attempts to provide a comprehensive outlook on negotiation processes and support procedures, by deriving a mathematical description based on psychological and managerial context. The authors merge psychological and formal descriptions of the principles underlying the perception of rationality in negotiation problems. The framework allows for explaining the violation of perceived rationality as a result of the deprivation of human needs. The argument, supported by pilot experiments, allows for recommending a procedural approach to negotiation, focused on monitoring perceptions of rationality of proposal submission. The paper is concluded with an attempt to foresight further developments of theoretical investigations and expansion of application fields.</p>
</abstract>

The text attempts to provide a comprehensive outlook on negotiation processes and support procedures, by deriving a mathematical description based on psychological and managerial context. The authors merge psychological and formal descriptions of the principles underlying the perception of rationality in negotiation problems. The framework allows for explaining the violation of perceived rationality as a result of the deprivation of human needs. The argument, supported by pilot experiments, allows for recommending a procedural approach to negotiation, focused on monitoring perceptions of rationality of proposal submission. The paper is concluded with an attempt to foresight further developments of theoretical investigations and expansion of application fields.

Towards assisted rationality switching in negotiations

Control and Cybernetics

This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 3.0 License.

{"article-title":"Towards assisted rationality switching in negotiations"}

The text attempts to provide a comprehensive outlook on negotiation processes and support procedures, by deriving a mathematical description based on...

Towards assisted rationality switching in negotiations

Publié en ligne: 23 juin 2022

Pages: 127 - 143

Reçu: 01 déc. 2020

Accepté: 01 mars 2021

DOI: https://doi.org/10.2478/candc-2021-0008

Mots clés
negotiation process, rationality, deprivation of needs

© 2021 Weronika Nieciecka et al., published by Sciendo

This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 3.0 License.

Towards assisted rationality switching in negotiations

Publié en ligne: 23 juin 2022

Pages: 127 - 143

Reçu: 01 déc. 2020

Accepté: 01 mars 2021

DOI: https://doi.org/10.2478/candc-2021-0008

Mots clésnegotiation process, rationality, deprivation of needs

© 2021 Weronika Nieciecka et al., published by Sciendo

This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 3.0 License.

Mots clés
negotiation process, rationality, deprivation of needs