<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

Pubblicato online: 23 giu 2022

Pagine: 127 - 143

Ricevuto: 01 dic 2020

Accettato: 01 mar 2021

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

Parole chiave
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

Pubblicato online: 23 giu 2022

Pagine: 127 - 143

Ricevuto: 01 dic 2020

Accettato: 01 mar 2021

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

Parole chiavenegotiation 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.

Parole chiave
negotiation process, rationality, deprivation of needs