The impact of negotiators’ motivation on the use of decision support tools in preparation for negotiations

DOI10.1111/ITOR.12995OpenAlexW3165595038MaRDI QIDQ6079904FDOQ6079904

Authors: Ewa Roszkowska, Gregory E. Kersten, Tomasz Wachowicz 

Publication date: 29 September 2023

Published in: International Transactions in Operational Research (Search for Journal in Brave)

Full work available at URL: https://doi.org/10.1111/itor.12995

zbMATH Keywords

logistic regressionpreferencesmotivationnegotiation supportscoring systemsnegotiation experiments

Mathematics Subject Classification ID

Operations research, mathematical programming (90-XX)

Cites Work

• Trends in multiple criteria decision analysis.
• Applied logistic regression
• Logistic regression. A self-learning text. With contributions by Erica Rihl Pryor.
• Interaction effects in logistic regression
• Including cognitive aspects in multiple criteria decision analysis

Cited In (6)

• Classification model for bid/no‐bid decision in construction projects
• A group decision-aiding protocol for selecting a post-industrial cultural tourism product in Czeladź commune in Poland
• Using unfolding analysis and MARS approach for generating a scoring system from a group preference information
• Studying the impact of negotiation environments on negotiation teams' performance
• How well may the direct linguistic declarations substitute AHP in defining accurate criteria weights?
• Decision-makers' behavioral characteristics and multiple criteria decision aiding. Impact of decision-making style and experience on methods' use, evaluation, and recommendation

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