The analysis of dyadic relationships in the negotiation process

被引：0

作者：

Wolny-Dominiak, Alicja ^{[1
]}

Kersten, Gregory E. ^{[2
]}

Wachowicz, Tomasz ^{[3
]}

机构：

[1] Univ Econ, Dept Stat & Math Methods Econ, PL-40287 Katowice, Poland

[2] Concordia Univ, John Molson Sch Business, InterNeg Res Ctr, Montreal, PQ H3H 0A1, Canada

[3] Univ Econ, Dept Operat Res, PL-40287 Katowice, Poland

来源：

PROCEEDINGS OF THE 7TH PROFESSOR ALEKSANDER ZELIAS INTERNATIONAL CONFERENCE ON MODELLING AND FORECASTING OF SOCIO-ECONOMIC PHENOMENA | 2013年

关键词：

APIM; SEM; dyadic negotiation analysis; negotiation offers exchange mode; DECISION-SUPPORT;

D O I：

暂无

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

In the paper we analyze the negotiation process as the model of dyadic relationships between negotiator and their counterpart. By using modified Actor-Partner Interdependence Model (APIM: [5], [7]) we show how to investigate interdependence between the parties in the consecutive rounds of negotiation process, which may help to find if the offers the parties submit are the negotiation-process-dependent and depend on the counterparts behaviour and moves. For estimating those relationships we use the structural equation modelling technique. We also focus on the diagnostic of data-related assumptions, in particular the multivariate normality. In the case study, the data from ENS Inspire database describing the past bilateral negotiation experiments are used.

引用

页码：205 / 212

页数：8

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