| Article ID: | iaor1992425 |
| Country: | United States |
| Volume: | 37 |
| Issue: | 10 |
| Start Page Number: | 1269 |
| End Page Number: | 1290 |
| Publication Date: | Oct 1991 |
| Journal: | Management Science |
| Authors: | Michalowski Wojtek, Kersten Gregory E., Szpakowicz Stan, Koperczak Zbig |
| Keywords: | decision theory, game theory |
The paper introduces restructurable modelling of negotiation aimed at supporting decision situations with an evolving structure. The theoretical framework of such models is presented by means of a rule-based formalism. This framework encompasses both qualitative and quantitative models, and the use of multiple procedures for solving the negotiation problem, adjusting the solution, and restructuring the problem representation. A hypothetical example of a house purchase is given to illustrate the discussion. The implications of the study for future directions of research on negotiation modelling and support are presented.