Rational Inefficient Compromises in Negotiation

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http://eprints.org/relation/isVersionOf https://pure.iiasa.ac.at/id/document/4527 http://eprints.org/relation/isVolatileVersionOf https://pure.iiasa.ac.at/id/document/4527 http://eprints.org/relation/isCoversheetVersionOf https://pure.iiasa.ac.at/id/document/4527 archive 351 disk0/00/00/56/24 2016-01-15 02:10:28 2021-08-27 17:16:30 2016-01-15 02:10:28 monograph show 3 Kersten G.E. 1690 Mallory G.R. Rational Inefficient Compromises in Negotiation pub iis_mod iis_neg prog_das It has often been assumed that rational negotiators who achieve inefficient compromises should accept Pareto improvements suggested by some external party, such as an expert mediator, or a computer system. Following this assumption an argument is made to give legitimacy to efficient compromises generated by a negotiation support system or to entice a partymove to a Pareto improvement. The simplificatons made in model construction on the one hand and the very narrow and limited considerations of rationality in present negotiation support systems on the other, suggest a different approach to support. This approach is based on engaging users to a sound process confronting them with their inconsisencies rather than providing solutions or promoting improvements. 1998-05 published IR-98-024 IR-98-024 1371 public interim_report IIASA, Laxenburg, Austria 12 FALSE info:eu-repo/semantics/book