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1.
Group Decision and Negotiation - Public infrastructure decisions affect many stakeholders with various benefits and costs. For public decisions, it is crucial that decision-making processes and... 相似文献
2.
Rudolf Vetschera 《Group Decision and Negotiation》2006,15(2):111-125
Using a database collected during about 3,000 negotiation experiments, this paper analyzes how specific features of utility functions of negotiators, like attribute weights, monotonicity and convexity of marginal utility functions, are reflected in the outcomes of negotiations. We find that compromise values are to a considerable extent influenced by the utility functions. There are also significant impacts on the likelihood of achieving a compromise, but the model fit is considerably less than for compromise values. 相似文献
3.
Rudolf Vetschera 《Managerial and Decision Economics》2004,25(1):17-27
We study a cooperative relationship between two economic agents, in which one agent can make investments in the relationship to reduce the probability that the other agent defects. The probability of defection is derived from an incomplete information decision model of the transaction partner. We show that the relationship between investment and probability of defection depends on the type of uncertainty considered and analyze the effects of parameter changes on the optimal level of investment. Copyright © 2004 John Wiley & Sons, Ltd. 相似文献
4.
In this paper, we develop a typology of bargaining steps for multi-issue negotiations, which is derived from possible changes
in single issues. By considering all combinations of such changes, we create a consistent classification of steps. This classification
forms the basis of an empirical analysis of the impact of different types of bargaining steps on various outcome dimensions
of negotiations. We perform an exploratory analysis based on an ex-post analysis of existing negotiation data, which was collected
over several years using an Internet-based negotiation support system. Empirical results indicate a strong positive impact
of log-rolling strategies and a negative impact of “hard” tactics like insistence on the chances of reaching an agreement.
Contrary to expectations, hard tactics do not improve the efficiency of agreements. 相似文献
5.
Rudolf Vetschera Michael Filzmoser Ronald Mitterhofer 《Group Decision and Negotiation》2014,23(1):71-99
We develop analytical models to assist negotiators in formulating offers in a concession-based negotiation process. Our approach is based on plausible requirements for offers formulated in terms of utility values for both the negotiator making the offer and the opponent receiving it. These requirements include value creation, reciprocity, and the fact that an offer actually leads to concessions. Trade-offs between their own and the opponent’s utilities can be formulated by negotiators and define a search path in the utility space. Solutions along this search path are then mapped back into the issue space to generate actual offers. We present and discuss several variants of optimization models to generate such offers and illustrate them with an numerical example. 相似文献
6.
Data-Driven Phase Analysis of E-negotiations: An Exemplary Study of Synchronous and Asynchronous Negotiations 总被引:1,自引:1,他引:0
Sabine T. Koeszegi Eva-Maria Pesendorfer Rudolf Vetschera 《Group Decision and Negotiation》2011,20(4):385-410
In this empirical study, we present a new method for analyzing coded and categorized data of negotiation protocols. By applying
a data-driven identification of negotiation phases we are able to identify endogenous dynamics of negotiation processes and
to combine advantages of both, episodic and stage models of phase analysis. We present an exemplary study in which we compare
processes of synchronous and asynchronous electronic negotiations. This analysis shows that, while synchronous negotiations
follow a phase model similar to sequential stage models as discussed for face-to-face negotiations, asynchronous negotiations
show less evidence of such a structure. 相似文献
7.
Group Decision and Negotiation - This work presents a model for a two-party bargaining process in which multiple offers are exchanged as the negotiation goes on, under a risk of breakdown. Typical... 相似文献
8.
Most fair-division procedures are modeled on cake-cutting procedures such as “I cut, you choose”. The inputs are players’ choices, which are assumed to reflect preferences but not fully reveal them; the output is a division that is in some sense fair. However, it seems likely that decision makers sometimes behave insincerely, that is, they make choices that are not consistent with their true preferences. For example, strategic—as opposed to sincere—behavior may be aimed at taking advantage of information about an opponent’s preferences, which most fair-division procedures assume is not available. We focus on contested-pile procedures, a class of procedures for the fair division of indivisible items between two players, related to the alternation procedures proposed by Brams and Taylor (The win-win solution: guaranteeing fair shares to everybody. W. W. Norton, New York, 1999). We use computational models to assess the performance of these procedures under both sincere and strategic behavior. We show how available information about preferences can interact with strategy to shape outcomes. Our results indicate that strategic behavior, although it often changes outcomes, may not make them less efficient or less fair. Furthermore, our investigation suggests that how information about the opponents preference is processed does not have a strong impact, in that a conceptually simple strategy often outperforms a more elaborate one. 相似文献
9.
Howard Kunreuther Warren Sanderson Rudolf Vetschera 《Journal of economic behavior & organization》1985,6(1):1-15
Considerable empirical evidence suggests that individuals are unwilling to protect themselves against low probability-high loss events even if the costs of protection are subsidized. This behavior has been difficult to rationalize using the traditional expected utility model. This paper proposes a model of adoption of protective activities which emphasizes the importance of interpersonal communication and past experience. The time path of adoption and an equilibrium rate is characterized. Properties of the model shed light on the reasons for low usage of seat belts and limited purchase of federally subsidized flood insurance. 相似文献
10.
Risk aversion in Entrepreneurship Panels: Measurement Problems and Alternative Explanations 下载免费PDF全文
Christian Hamböck Christian Hopp Cigdem Keles Rudolf Vetschera 《Managerial and Decision Economics》2017,38(7):1046-1057
In this study, we investigate the pitfalls associated with measuring risk aversion within studies of entrepreneurial behavior. First, we raise substantial concerns as to whether standard questions employed can be used to infer risk aversion among nascent entrepreneurs. In our work we show that the US, Canadian and Swedish panel study datasets do not offer evidence that entrepreneurs are more risk averse than non‐entrepreneurs. In fact, we show that the measurements used for risk aversion in these studies are not compatible with classic expected utility theory. Furthermore, our analysis reveals that probability weighting may even counteract the respondent's risk attitude. Therefore, inferring the respondent's risk attitude from choices in the panel study datasets can be misleading in the presence of probability weighting. We therefore suggest that alternative theories of decision making under risk, like prospect theory, are relevant and should be taken into account in future studies on entrepreneurship. Copyright © 2017 John Wiley & Sons, Ltd. 相似文献