Access

You are not currently logged in.

Access your personal account or get JSTOR access through your library or other institution:

login

Log in to your personal account or through your institution.

Problem Restructuring in Negotiation

Katia P. Sycara
Management Science
Vol. 37, No. 10, Focussed Issue on Group Decision and Negotiation (Oct., 1991), pp. 1248-1268
Published by: INFORMS
Stable URL: http://www.jstor.org/stable/2632399
Page Count: 21
  • Download ($30.00)
  • Cite this Item
Problem Restructuring in Negotiation
Preview not available

Abstract

To achieve movement towards a negotiated settlement, it is often necessary to restructure the problem under negotiation. Problem restructuring can lead to changed perception of the issues by the parties, thus breaking deadlocks and increasing the parties' willingness to compromise. We present a framework and mechanisms for problem restructuring based on the goals and goal relationships of the negotiating parties as well as means of manipulating the parties' utility estimates. In addition, previous negotiations are a source of heuristic advice in the restructuring task. The restructuring approach has been implemented in the PERSUADER, a computer program that acts as a labor mediator in labor management disputes. To achieve its task, the PERSUADER negotiates separately with each party, company and union, to guide them in reaching agreement.

Page Thumbnails

  • Thumbnail: Page 
1248
    1248
  • Thumbnail: Page 
1249
    1249
  • Thumbnail: Page 
1250
    1250
  • Thumbnail: Page 
1251
    1251
  • Thumbnail: Page 
1252
    1252
  • Thumbnail: Page 
1253
    1253
  • Thumbnail: Page 
1254
    1254
  • Thumbnail: Page 
1255
    1255
  • Thumbnail: Page 
1256
    1256
  • Thumbnail: Page 
1257
    1257
  • Thumbnail: Page 
1258
    1258
  • Thumbnail: Page 
1259
    1259
  • Thumbnail: Page 
1260
    1260
  • Thumbnail: Page 
1261
    1261
  • Thumbnail: Page 
1262
    1262
  • Thumbnail: Page 
1263
    1263
  • Thumbnail: Page 
1264
    1264
  • Thumbnail: Page 
1265
    1265
  • Thumbnail: Page 
1266
    1266
  • Thumbnail: Page 
1267
    1267
  • Thumbnail: Page 
1268
    1268