Inventive Multi-Issue Negotiation: A TRIZ-Aided Behavioral Approach with the Wolf Game and Modified Even-Swaps

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dc.contributor.authorAltun, Koray
dc.date.accessioned2026-02-08T15:14:57Z
dc.date.available2026-02-08T15:14:57Z
dc.date.issued2025
dc.departmentBursa Teknik Üniversitesi
dc.description.abstractNegotiation in complex multi-issue scenarios requires a structured and adaptive approach that balances conflicting priorities while incorporating behavioral dynamics. Traditional decision-making models often assume that predefined alternatives are available, which does not reflect real-world negotiation complexities. This study introduces the Wolf Game Negotiation Model (WGNM), an inventive negotiation framework that integrates TRIZ-based inventive principles (IPs) with behavioral adaptation strategies. WGNM constructs negotiation pathways dynamically by leveraging psychological positioning (IP13), segmentation (IP1) resource utilization (IP25), and tactical adaptation (IP21) to refine decision alternatives in real-time. Unlike static compromise-based models, WGNM enables iterative trade-off adjustments, allowing negotiators to systematically manage concessions while maintaining strategic control. The study also examines the integration of Modified Even-Swaps Mechanism (MESM) with WGNM, demonstrating their complementary strengths in decision structuring and adaptive negotiation. A case study in the injection molding industry illustrates how WGNM enhances negotiation efficiency by bridging the gap between decision support methodologies and behavioral negotiation models. The findings highlight the importance of inventive problem-solving in dynamic negotiations, leading to superior outcomes in cost, efficiency, and long-term strategic collaboration.
dc.identifier.doi10.1007/s10726-025-09943-y
dc.identifier.endpage1114
dc.identifier.issn0926-2644
dc.identifier.issn1572-9907
dc.identifier.issue5
dc.identifier.scopus2-s2.0-105012188758
dc.identifier.scopusqualityQ1
dc.identifier.startpage1073
dc.identifier.urihttps://doi.org/10.1007/s10726-025-09943-y
dc.identifier.urihttps://hdl.handle.net/20.500.12885/5524
dc.identifier.volume34
dc.identifier.wosWOS:001539855800001
dc.identifier.wosqualityQ1
dc.indekslendigikaynakWeb of Science
dc.indekslendigikaynakScopus
dc.language.isoen
dc.publisherSpringer
dc.relation.ispartofGroup Decision and Negotiation
dc.relation.publicationcategoryMakale - Uluslararası Hakemli Dergi - Kurum Öğretim Elemanı
dc.rightsinfo:eu-repo/semantics/closedAccess
dc.snmzWOS_KA_20260207
dc.subjectBehavioral decision-making
dc.subjectMulti-issue negotiation
dc.subjectTRIZ
dc.subjectWolf game
dc.subjectInventive principles (IPs)
dc.titleInventive Multi-Issue Negotiation: A TRIZ-Aided Behavioral Approach with the Wolf Game and Modified Even-Swaps
dc.typeArticle

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