SAW-Based Rankings vs. Intrinsic Evaluations of the Negotiation Offers - An Experimental Study

摘要

In this paper we discuss the issue of evaluating the negotiation offers represented in a form of the complete packages and the negotiators' consistency in scoring such packages. We analyze the results of an experiment, in which the negotiators were asked to build the ranking of fourteen negotiation offers and then compare it with two predefined rankings obtained by means of SAW method. We verify how do the negotiators evaluate these SAW-based rankings and how they correspond to the negotiators' intrinsic ones. We discuss then both the negotiators' consistency in defining their preferences and the applicability of some formal methods in supporting them in such a definition.