A bilateral and multi-issue negotiation framework to support a supply chain of construction industry
Autor(a) principal: | |
---|---|
Data de Publicação: | 2013 |
Outros Autores: | |
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 |
Resumo: | 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. |
id |
SOBRAPO-1_8720a230a72c4cebfff846d5181101df |
---|---|
oai_identifier_str |
oai:scielo:S0101-74382013000300010 |
network_acronym_str |
SOBRAPO-1 |
network_name_str |
Pesquisa operacional (Online) |
repository_id_str |
|
spelling |
A bilateral and multi-issue negotiation framework to support a supply chain of construction industrynegotiation support systemmulticriteria analysisconstruction industryAny 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.Sociedade Brasileira de Pesquisa Operacional2013-12-01info:eu-repo/semantics/articleinfo:eu-repo/semantics/publishedVersiontext/htmlhttp://old.scielo.br/scielo.php?script=sci_arttext&pid=S0101-74382013000300010Pesquisa Operacional v.33 n.3 2013reponame:Pesquisa operacional (Online)instname:Sociedade Brasileira de Pesquisa Operacional (SOBRAPO)instacron:SOBRAPO10.1590/S0101-74382013005000008info:eu-repo/semantics/openAccessSchramm,FernandoMorais,Danielle Costaeng2013-12-16T00:00:00Zoai:scielo:S0101-74382013000300010Revistahttp://www.scielo.br/popehttps://old.scielo.br/oai/scielo-oai.php||sobrapo@sobrapo.org.br1678-51420101-7438opendoar:2013-12-16T00:00Pesquisa operacional (Online) - Sociedade Brasileira de Pesquisa Operacional (SOBRAPO)false |
dc.title.none.fl_str_mv |
A bilateral and multi-issue negotiation framework to support a supply chain of construction industry |
title |
A bilateral and multi-issue negotiation framework to support a supply chain of construction industry |
spellingShingle |
A bilateral and multi-issue negotiation framework to support a supply chain of construction industry Schramm,Fernando negotiation support system multicriteria analysis construction industry |
title_short |
A bilateral and multi-issue negotiation framework to support a supply chain of construction industry |
title_full |
A bilateral and multi-issue negotiation framework to support a supply chain of construction industry |
title_fullStr |
A bilateral and multi-issue negotiation framework to support a supply chain of construction industry |
title_full_unstemmed |
A bilateral and multi-issue negotiation framework to support a supply chain of construction industry |
title_sort |
A bilateral and multi-issue negotiation framework to support a supply chain of construction industry |
author |
Schramm,Fernando |
author_facet |
Schramm,Fernando Morais,Danielle Costa |
author_role |
author |
author2 |
Morais,Danielle Costa |
author2_role |
author |
dc.contributor.author.fl_str_mv |
Schramm,Fernando Morais,Danielle Costa |
dc.subject.por.fl_str_mv |
negotiation support system multicriteria analysis construction industry |
topic |
negotiation support system multicriteria analysis construction industry |
description |
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. |
publishDate |
2013 |
dc.date.none.fl_str_mv |
2013-12-01 |
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/article |
dc.type.status.fl_str_mv |
info:eu-repo/semantics/publishedVersion |
format |
article |
status_str |
publishedVersion |
dc.identifier.uri.fl_str_mv |
http://old.scielo.br/scielo.php?script=sci_arttext&pid=S0101-74382013000300010 |
url |
http://old.scielo.br/scielo.php?script=sci_arttext&pid=S0101-74382013000300010 |
dc.language.iso.fl_str_mv |
eng |
language |
eng |
dc.relation.none.fl_str_mv |
10.1590/S0101-74382013005000008 |
dc.rights.driver.fl_str_mv |
info:eu-repo/semantics/openAccess |
eu_rights_str_mv |
openAccess |
dc.format.none.fl_str_mv |
text/html |
dc.publisher.none.fl_str_mv |
Sociedade Brasileira de Pesquisa Operacional |
publisher.none.fl_str_mv |
Sociedade Brasileira de Pesquisa Operacional |
dc.source.none.fl_str_mv |
Pesquisa Operacional v.33 n.3 2013 reponame:Pesquisa operacional (Online) instname:Sociedade Brasileira de Pesquisa Operacional (SOBRAPO) instacron:SOBRAPO |
instname_str |
Sociedade Brasileira de Pesquisa Operacional (SOBRAPO) |
instacron_str |
SOBRAPO |
institution |
SOBRAPO |
reponame_str |
Pesquisa operacional (Online) |
collection |
Pesquisa operacional (Online) |
repository.name.fl_str_mv |
Pesquisa operacional (Online) - Sociedade Brasileira de Pesquisa Operacional (SOBRAPO) |
repository.mail.fl_str_mv |
||sobrapo@sobrapo.org.br |
_version_ |
1750318017726644224 |