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

<p>Negotiation is a joint decision making process involving making concessions by the parties. Concession-making may involve giving up negotiator’s utility and is an essential activity in the negotiation process. In the past it has been suggested by some authors that negotiators utility functions over the issues may not be linear. In this case, a phenomenon called “concession crossover” takes place, in which a negotiator may switch issues on which they choose to make concessions at some point in negotiations. This work sets to investigate the validity of such claims. To this end we introduce several concession-making models and use them for testing hypotheses. We have used a dataset from online negotiation experiments featuring a contract-signing case. The results support the claim that concession crossover does indeed occur.</p>
</abstract>

Negotiation is a joint decision making process involving making concessions by the parties. Concession-making may involve giving up negotiator’s utility and is an essential activity in the negotiation process. In the past it has been suggested by some authors that negotiators utility functions over the issues may not be linear. In this case, a phenomenon called “concession crossover” takes place, in which a negotiator may switch issues on which they choose to make concessions at some point in negotiations. This work sets to investigate the validity of such claims. To this end we introduce several concession-making models and use them for testing hypotheses. We have used a dataset from online negotiation experiments featuring a contract-signing case. The results support the claim that concession crossover does indeed occur.

Concession crossover in electronic negotiations

Control and Cybernetics

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

{"article-title":"Concession crossover in electronic negotiations"}

Negotiation is a joint decision making process involving making concessions by the parties. Concession-making may involve giving up negotiator’s utility and is...

Concession crossover in electronic negotiations

Data publikacji: 23 cze 2022

Zakres stron: 51 - 67

Otrzymano: 01 gru 2020

Przyjęty: 01 mar 2021

DOI: https://doi.org/10.2478/candc-2021-0004

Słowa kluczowe
electronic negotiations, concession making, concession crossover

© 2021 Real Carbonneau et al., published by Sciendo

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

Concession crossover in electronic negotiations

Data publikacji: 23 cze 2022

Zakres stron: 51 - 67

Otrzymano: 01 gru 2020

Przyjęty: 01 mar 2021

DOI: https://doi.org/10.2478/candc-2021-0004

Słowa kluczoweelectronic negotiations, concession making, concession crossover

© 2021 Real Carbonneau et al., published by Sciendo

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

Słowa kluczowe
electronic negotiations, concession making, concession crossover