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

DOI10.1111/ITOR.12995MaRDI QIDQ6079904zbMATH OpenOpenAlexFDO

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

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

Cited in

(6)

• How well may the direct linguistic declarations substitute AHP in defining accurate criteria weights?
• 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
• Decision-makers' behavioral characteristics and multiple criteria decision aiding. Impact of decision-making style and experience on methods' use, evaluation, and recommendation
• Classification model for bid/no‐bid decision in construction projects

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