On the Efficacy of Average Weightings Predicting Joint Choices in Bilateral Negotiations with Attribute Tradeoffs

Previous research suggests negotiators demonstrate a predisposition toward weight averaging or the of attribute values. One outcome is that generates maximizing joint choice using Multi-Attribute Utility preference ‘utility’ over known Thus, weightings are fixed variable in MAU model and determine maximum negotiation set with uncorrelated We test an alternative form simulated experiment predicting when there strict trade-offs average their intrinsic paramorphic to multi -attribute model. show weights by averaging, must be equal (a 50/50 weighing two attributes) reflect utility. Consistent prior research, results find relative attributes dependent both on symmetry asymmetry negotiators’ functions for possible cognitive conflict inherent individual weightings. For instance, ( .2,.8) vs (.8,.2) result (.5,.5) involve less than negotiating .7,.3) (.1,.9) achieve (.5,.5). The paper concludes summarizing primary simulation related extant presents modeling negotiations three which at least strictly tradeoffs.