From October 15th to 17th, 2023, the XLI Nationwide Scientific Conference on Methods and Applications of Operations Research (MZBO) took place in Lipowy Most (Poland). This annual conference is organized by departments dealing with operations research and quantitative modeling of Polish Universities and is dedicated to modeling decision problems of various types and contexts. During this year's conference, one of the plenary lectures was delivered by Professor Tomasz Wachowicz. The lecture was titled "Analysis and Support of Negotiations – From Formal Models of Preferences, Through Behavioral Operational Research, to Cognitive Electronic Support Systems." It focused on the evolution of the formal approach to the analysis and support of negotiations.
The presentation outlined the essence of mathematically modeling negotiation processes and presented its history. It then introduced the achievements of behavioral operational research that challenge the high cognitive requirements of decision support models in negotiations. The speaker also discussed the results of a series of empirical studies aimed at discovering the psychometric characteristics of decision-makers/negotiators that influence the effectiveness of using negotiation support methods. Finally, he presented an original pre-negotiation protocol developed to reduce cognitive requirements. This protocol operates based on an enhanced holistic preference disaggregation procedure and provides insights into the results of experimental research, verifying its effectiveness and utility.
The lecture file (in Polsh) is available at the following link:
Tomasz Wachowicz - Analiza i wspomaganie negocjacji... (MZBO, Lipowy Most 2023).pdf
