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Reducing Cognitive Effort in Scoring Negotiation Space Using the Fuzzy Clustering Model.

Marzena Filipowicz-Chomko1, Rafał Mierzwiak2, Marcin Nowak2

  • 1Faculty of Computer Science, Bialystok University of Technology, Ul. Wiejska 45A, 15-351 Białystok, Poland.

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Summary

This study introduces a novel negotiation scoring system using a sorting approach and fuzzy logic to simplify preference elicitation. The new method helps negotiators achieve fair and efficient agreements with less cognitive effort.

Keywords:
decision makingefficient contractsnegotiation supportnegotiators’ cognitive profilespreferences

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Area of Science:

  • Decision Science
  • Operations Research
  • Artificial Intelligence

Background:

  • Negotiation scoring systems are crucial for agreement efficiency and fairness.
  • Traditional preference elicitation methods demand significant cognitive effort, leading to potential errors.
  • Existing methods can result in inaccurate scoring systems due to negotiator heuristics.

Purpose of the Study:

  • To develop an alternative negotiation scoring tool minimizing cognitive load.
  • To enhance the accuracy and reliability of negotiation support systems.
  • To enable negotiators to achieve balanced and reciprocated agreements.

Main Methods:

  • Implementing a sorting approach with negotiator-defined limiting profiles.
  • Building a fuzzy decision model with increased preference granularity using sub-profiles.
  • Utilizing an automated support algorithm for preference elicitation.
  • Applying efficient frontier and Nash's fair division for package recommendation.

Main Results:

  • A new method for generating reference fuzzy scores for offer assignment to clusters.
  • The proposed system assigns negotiation offers to clusters and sub-clusters effectively.
  • Identification of recommended negotiation packages using economic and fairness criteria.

Conclusions:

  • The developed approach offers an economically efficient and fair negotiation scoring system.
  • It minimizes information requirements and cognitive effort for negotiators.
  • Facilitates balanced, reciprocated, and reliable negotiation agreements.