A bilateral and multi-issue negotiation framework to support a supply chain of construction industry

• Autor(a) principal: Schramm,Fernando
• Data de Publicação: 2013
• Outros Autores: Morais,Danielle Costa
• Tipo de documento: Artigo
• Idioma: eng
• Título da fonte: Pesquisa operacional (Online)
• Texto Completo: http://old.scielo.br/scielo.php?script=sci_arttext&pid=S0101-74382013000300010
• topic: negotiation support system; multicriteria analysis; construction industry

Any interaction involving individuals, whose objectives are conflicting with each other, may establish a negotiation process. In a negotiation, each party should develop his/her own strategy and, normally, a win-lose vision is frequently adopted. The main consequence of this behavior is a result, in which both parties lose, especially when the negotiation involves more than one aspect, such as negotiations resulting from purchases of material for construction industry, where aspects like price, quality and lead-time should be considered. Most of the negotiation involving construction industry adopts a win-lose vision; and, commonly, only the issue price is considered. The goal of this paper is to propose a framework to support negotiations between two parties (buyer and seller) in the supply chain of construction industry. The combination of a win-win strategy with a multicriteria analysis produces a best compromise solution for both parties. A simulation of negotiation using realistic data is presented.