Shall we dance? - The effect of information presentations on negotiation processes and outcomes

21Citations
Citations of this article
87Readers
Mendeley users who have this article in their library.

Abstract

The way information is presented influences human decision making and is consequently highly relevant to electronically supported negotiations. The present study analyzes in a controlled laboratory experiment how information presentation in three alternative formats (table, history graph and dance graph) influences the negotiators' behavior and negotiation outcomes. The results show that graphical information presentation supports integrative behavior and the use of non-compensatory strategies. Furthermore, information about the opponents' preferences increases the quality of outcomes but decreases post-negotiation satisfaction of negotiators. The implications for system designers are discussed. © 2012 Elsevier B.V. All rights reserved.

Cite

CITATION STYLE

APA

Gettinger, J., Koeszegi, S. T., & Schoop, M. (2012). Shall we dance? - The effect of information presentations on negotiation processes and outcomes. Decision Support Systems, 53(1), 161–174. https://doi.org/10.1016/j.dss.2012.01.001

Register to see more suggestions

Mendeley helps you to discover research relevant for your work.

Already have an account?

Save time finding and organizing research with Mendeley

Sign up for free