Offer vs. Veto in Negotiations
- Publication Type
- Book chapter
- Authors
- Michael Filzmoser, Johannes Gettinger
- Year of publication
- 2013
- Published in
- The EURO Mini-Conference on Collaborative Decision Systems in Economics and in Complex Societal and Environmental Applications
- Editor
- Ulrike Leopold-Wildburger, Fatima Dargam, Stefan Pickl, Dorien DeTombe, L. Plá, Shaofeng Liu, Jorge Hernández, Boris Delibasic, Rita A. Ribeiro, Pascal Zaraté
- ISBN / ISSN / eISSN
- 978-3-943207-06-4
- Page (from - to)
- 22
- Conference name
- The EURO Mini-Conference on Collaborative Decision Systems in Economics and in Complex Societal and Environmental Applications
- Conference location
- Graz, Austria
- Conference date
- 17-19 October, 2013
This paper presents negotiation by veto as a novel negotiation approach, an alternative to the exchange of offers and a potential solution to the problems related to offer exchange in negotiations. An experiment with student participants was conducted to compare the performance of offer and veto negotiation procedures. For simple negotiation problems no differences between the outcomes of the two negotiation procedures was found. In complex negotiation problems, however, negotiation by veto achieves fewer but better agreements.