Published Sep 13, 2017
Luis G Vargas


In this paper, we show how the Analytic Hierarchy Process could be used to develop a legal contract in the process of a negotiation.  We illustrate the process with a well-known case used routinely in negotiation courses to illustrate that the AHP is particularly well suited for this type of applications where most of the dimensions and criteria are intangibles, and the scales used to measure the gains and costs of parties involved in the negotiation do not always exist.



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Negotiation, gain and loss ratios, value claim, value creation

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