Holistic Multi-Criteria Decision Aid for Negotiation (Advances in Group Decision and Negotiation, 10)

The book explores the potential of holistic multi-criteria decision support to facilitate negotiations, including those conducted through electronic negotiation systems.It critically examines classical decision analysis approaches, highlighting their limitations due to negotiators' cognitive limitations.Drawing on findings from international experiments, the book demonstrates how these limitations lead to errors in preference definition, resulting in imprecise assessment models and unreliable decision support at the bargaining and post-negotiation stages. To address these challenges, the book introduces holistic preference analysis methods that overcome cognitive barriers, including the MARS and unMAGIC approaches. Because they are based on holistic decision support principles, these methods provide a more cognitively accessible alternative to traditional decision analysis tools, enabling more accurate preference modeling in negotiation contexts.The final section integrates these metho