Operations Research, Systems Engineering and Industrial Engineering Commons^™

A Valuation Model For Two-Stage Contract Negotiations Over Multiple Interdependent Issues, Nnaemeka U. Amaeshi

Masters Theses

"Most real-world negotiation scenarios involve multiple interdependent issues over which the negotiating parties will seek an agreement. Simultaneous negotiation over multiple interdependent issues is an especially challenging problem because utility functions of negotiating agents are typically nonlinear and difficult to analyze. Also, negotiations often happen under circumstances of incomplete information, where either party has either little or inaccurate information about the preferences or utilities of the other party. Consequently, negotiations may go over multiple rounds until a mutually acceptable agreement is reached. The objective of this research is to create a quantitative model of decision-making that helps one negotiating party …