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Negotiation Styles and Outcomes for Payoff Optimum on Value-based Group Design Decision

C. Utomo, F. Murti

Abstract



This research provides an approach and develops a framework for value-based group decision in a design process. The framework is facilitated by the implementation of an agent system and it will help to reduce cost and to improve value of a group decision. It will also bridge the gap between automated designs in relation to automated negotiation. The methodology is combining statistical model and conceptual model of agreement options and coalition algorithm. The relationship between negotiation style and outcome was investigated in this paper. The mathematical modeling of multiple regression analysis was revealed by following an empirical study of negotiation styles and negotiation outcomes in Indonesia. A set of scenarios is then developed based on the regression results which are: the selfish scenario consisting of the avoiding and competing styles; the cooperative scenario consisting of the accommodating and compromising styles; and finally, the hierarchical scenario consisting of the collaborating style. It presents a technique for analyzing payoff optimum for the agreement options toward coalition algorithm in negotiation. The fitness factor of alternative solution becomes the basis to determine the best fit option for all decision makers in a group decision.

Keywords


Negotiation style-outcome, payoff optimum, value-based group decision.

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