Multi-criteria optimization approach to modeling negotiation process

Abstract

This paper presents a multi-criteria optimization approach for modeling the negotiation process. The negotiation process is modeled as a special multi-criteria problem. The method of finding solutions involves a process of the interactive selection of certain proposals. The parties submit proposals concerning the subjects of the negotiations, these proposals constitute the parameters of the multi-criteria optimization problem. Selecting the solutions is accomplished by solving the optimization problem using the parameters that define the aspirations of each party to the negotiations. Finally, the solutions reached by the parties are evaluated.