Using Fuzzy Logic To Identify Significant Factors Of Negotiation Performance
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Date
2013-06
Authors
Nachef, Tameur
Journal Title
Journal ISSN
Volume Title
Publisher
Universiti Sains Malaysia
Abstract
Many social and business interactions involve negotiation, in which participants may cooperate to achieve a mutually beneficial outcome that serves both parties, or compete to get the best deal for a party over the other. Within this context, negotiation can be defined as the process whereby two or more parties attempt to settle what each shall give and take, or perform and receive, in a transaction between them.
Negotiation is considered as one of the most important activities that managers do on a daily basis in developing business in different markets. It is estimated to consume about fifty percent of their working time. Even with such lengthy consumption of time and effort, negotiation failure rate is reported to be high, which often leads negotiators to fail to achieve a mutual settlement.
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Keywords
Using Fuzzy Logic To Identify Significant Factors , Negotiation Performance