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José Luis Guillén,Joan Fontrodonainformation differences have a great influence on negotiation outcomes. Hence, the main purpose of the present paper is to develop a basis for a more consistent operationalization of drivers of bargaining power and its influence on negotiation performance.

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Computer software and hardware products,icriteria decision based on their preferences. This decision concerns the classification of learners either in the decision class Cl1 of the “Non Leader Learners” or in the decision class Cl2 of the “Leader Learners”. Our method is validated on a French MOOC proposed by a Business School in France.

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The Application of Item Response Theory for Analyzing the Negotiators’ Accuracy in Defining Their Prtem building based on SMART/SAW method. IRT allows us to consider how the potential accuracy of individual scoring systems can be explained by both negotiators’ intrinsic abilities to use decision support tool and understand the scoring mechanism, and the difficulty of applying this scoring mechanism.

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https://doi.org/10.1007/978-1-349-10349-2he opportunity to confront the differences in their points of view. To this end, cognitive and technical tools are required that facilitate the sharing of individuals’ reasoning and preferences, but at the same time allow them to keep some information and attitudes to themselves. The aim of our stud