Reference points-based methods in supporting the negotiation offers evaluation

Scoring the negotiation template and building the scoring system of the negotiation offers is a starting point for negotiation analysis. It is usually done by means of classic additive scoring model. Latest research confirms however that TOPSIS may be a good alternative for SAW-based models, since it significantly eases the processes of template definition and negotiator’s preference elicitation. In this work we analyze and discuss the fundamental ideas of TOPSIS, VIKOR and BIPOLAR methods and then try to hybridize some notions of them to and propose an alternative method for evaluation of the negotiation offers.