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The scientific negotiation theory: ...

Kumada, Hijiri.

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The scientific negotiation theory: "HIerarchical Conflict Analytic Theory" and its evaluation in terms of simulation gaming studies.

紀錄類型:	書目-電子資源 : Monograph/item
正題名/作者:	The scientific negotiation theory: "HIerarchical Conflict Analytic Theory" and its evaluation in terms of simulation gaming studies./
作者:	Kumada, Hijiri.
面頁冊數:	141 p.
附註:	Source: Dissertation Abstracts International, Volume: 60-12, Section: A, page: 4507.
Contained By:	Dissertation Abstracts International60-12A.
標題:	Business Administration, Management. -
電子資源:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=9953686
ISBN:	9784841911459

The scientific negotiation theory: "HIerarchical Conflict Analytic Theory" and its evaluation in terms of simulation gaming studies.
Kumada, Hijiri.

The scientific negotiation theory: "HIerarchical Conflict Analytic Theory" and its evaluation in terms of simulation gaming studies. - 141 p.

Source: Dissertation Abstracts International, Volume: 60-12, Section: A, page: 4507.

Thesis (Ph.D.)--International Christian University (Japan), 1996.

The nature of this paper is based on how negotiators interpret the data presented to them. This is based in the fact that negotiators actually use ordinal data rather than cardinal data. Based on this simple discovery this paper will use conflict analysis and expand it by presenting the Hierarchical Conflict Analytic Theory (HICAT) and the Hijiri Point. In most negotiation cases the negotiator is prompt to use ordinal number information in the form of comparisons to other objects. Thus, the paper moves to the conclusion that Conflict Analysis is a better solution for the negotiation table due to is flexibility in using ordinal numbers.

ISBN: 9784841911459Subjects--Topical Terms:

626628
Business Administration, Management.

The scientific negotiation theory: "HIerarchical Conflict Analytic Theory" and its evaluation in terms of simulation gaming studies.
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245 1 4 $a The scientific negotiation theory: "HIerarchical Conflict Analytic Theory" and its evaluation in terms of simulation gaming studies.
300 $a 141 p.
500 $a Source: Dissertation Abstracts International, Volume: 60-12, Section: A, page: 4507.
500 $a Adviser: Tadashi Fujita.
502 $a Thesis (Ph.D.)--International Christian University (Japan), 1996.
520 $a The nature of this paper is based on how negotiators interpret the data presented to them. This is based in the fact that negotiators actually use ordinal data rather than cardinal data. Based on this simple discovery this paper will use conflict analysis and expand it by presenting the Hierarchical Conflict Analytic Theory (HICAT) and the Hijiri Point. In most negotiation cases the negotiator is prompt to use ordinal number information in the form of comparisons to other objects. Thus, the paper moves to the conclusion that Conflict Analysis is a better solution for the negotiation table due to is flexibility in using ordinal numbers.
520 $a Two problems were to be found in this conclusion: (1) the problem of accuracy when using ordinal numbers, and (2) the multiple equilibrium strategies that are a byproduct of conflict analysis. To solve the first problem a new theory combining the Analytic Hierarchy Process (AHP) Theory and the Conflict Analysis Theory was created and introduced as the Hierarchical Conflict Analytic Theory (HICAT). The HICAT uses the AHP Theory to maintain the consistency in the ordinal number choice made by negotiators and improves upon the accuracy of order. As for the second problem this paper introduces the Hijiri Point in order to solve the byproduct of having multiple equilibrium strategies. The concept of the Hijiri Point is that it integrates the notion of the most suitable utility into the selection process of the equilibrium strategy in the Conflict Analysis Theory.
520 $a The creation of a simulation study using the HICAT is designed to prove the effectiveness of the hypotheses which the HICAT is based on. The simulation data is analyzed and the results in terms of the hypotheses are tested and explained. The conclusions are that the HICAT us effective in analyzing various negotiation situations and in helping the negotiators' decision making process. Furthermore, it helps create the best solution to a conflict in a negotiation situation using the win-win concept. Thus, the ideal solution will be for both sides to be satisfied.
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