Models and methods for decision making support in the negotiation process

In this paper, an approach is proposed on evaluation of agreements on transnational projects during the negotiation process. One can show that the negotiation process can be represented as the behavior of decision making units (countries) in the multidimensional space of economic indicators using DEA models. In this case, the goals that can be reached by units as a result of accomplishment of joint project can be determined as points in the multidimensional space. Optimal directions toward these goals and cones of possible directions can be found with the help of Analytic Hierarchy Process (AHP). Our approach is illustrated on the real-life data taken from open international sources. © 2011 Allerton Press, Inc.