Impact of and interaction between behavioral and economic decision support in electronic negotiations

Johannes Gettinger; Alexander Dannenmann; Daniel Druckman; Michael Filzmoser; Ronny Mitterhofer; Andreas Reiser; Mareike Schoop; Rudolf Vetschera; Per Van Der Wijst; Sabine Köszegi

doi:10.1007/978-3-642-32191-7_11

Impact of and interaction between behavioral and economic decision support in electronic negotiations

Johannes Gettinger^*, Alexander Dannenmann, Daniel Druckman, Michael Filzmoser, Ronny Mitterhofer, Andreas Reiser, Mareike Schoop, Rudolf Vetschera, Per Van Der Wijst, Sabine Köszegi

^*Corresponding author for this work

Research output: Chapter in Book/Report/Conference proceeding › Chapter › peer-review

12 Citations (Scopus)

Abstract

In this study we compare the effects of two distinct approaches in negotiation support: negotiation analysis providing economic decision support, and mediation analysis offering behavioral decision support. Those negotiators with economic or behavioral decision support at their disposal were expected to reach better results. Furthermore, behavioral decision support would not only lead to more integrative behavior, but also to more satisfaction about process variables. The hypotheses were tested in a laboratory experiment with 224 undergraduate students from four European universities. Contrary to our expectations, economic decision support did not yield better results, but instead increased informal communication, whereas behavioral decision support led to fewer, but larger concessions. Satisfaction of subjects with the negotiation process and outcomes reflects the strength of the support approaches. The implications of these results and the impact of both types of decision support are discussed.

Original language	English
Title of host publication	Decision Support Systems - Collaborative Models and Approaches in Real Environments
Subtitle of host publication	Euro Working Group Workshops, EWG-DSS 2011, London, UK, June 23-24, 2011, and Paris, France, November 30 - December 1, 2011, Revised Selected and Extended Papers
Editors	Jorge E. Hernández, Pascale Zarate, Fátima Dargam, Boris Delibašić, Shaofeng Liu, Rita Ribeiro
Place of Publication	Berlin
Publisher	Springer, Springer Nature
Pages	151-165
Number of pages	15
ISBN (Electronic)	9783642321917
ISBN (Print)	9783642321900
DOIs	https://doi.org/10.1007/978-3-642-32191-7_11
Publication status	Published - 2012
Externally published	Yes
Event	Euro Working Group Workshops on Decision Support Systems - Collaborative Models and Approaches in Real Environments, EWG-DSS 2011 - Paris, France Duration: 30 Nov 2011 → 1 Dec 2011

Publication series

Name	Lecture Notes in Business Information Processing
Volume	121 LNBIP
ISSN (Print)	18651348

Other

Other	Euro Working Group Workshops on Decision Support Systems - Collaborative Models and Approaches in Real Environments, EWG-DSS 2011
Country/Territory	France
City	Paris
Period	30/11/11 → 1/12/11

Access to Document

10.1007/978-3-642-32191-7_11

Cite this

Gettinger, J., Dannenmann, A., Druckman, D., Filzmoser, M., Mitterhofer, R., Reiser, A., Schoop, M., Vetschera, R., Van Der Wijst, P., & Köszegi, S. (2012). Impact of and interaction between behavioral and economic decision support in electronic negotiations. In J. E. Hernández, P. Zarate, F. Dargam, B. Delibašić, S. Liu, & R. Ribeiro (Eds.), Decision Support Systems - Collaborative Models and Approaches in Real Environments: Euro Working Group Workshops, EWG-DSS 2011, London, UK, June 23-24, 2011, and Paris, France, November 30 - December 1, 2011, Revised Selected and Extended Papers (pp. 151-165). (Lecture Notes in Business Information Processing; Vol. 121 LNBIP). Springer, Springer Nature. https://doi.org/10.1007/978-3-642-32191-7_11

Gettinger, Johannes ; Dannenmann, Alexander ; Druckman, Daniel et al. / Impact of and interaction between behavioral and economic decision support in electronic negotiations. Decision Support Systems - Collaborative Models and Approaches in Real Environments: Euro Working Group Workshops, EWG-DSS 2011, London, UK, June 23-24, 2011, and Paris, France, November 30 - December 1, 2011, Revised Selected and Extended Papers. editor / Jorge E. Hernández ; Pascale Zarate ; Fátima Dargam ; Boris Delibašić ; Shaofeng Liu ; Rita Ribeiro. Berlin : Springer, Springer Nature, 2012. pp. 151-165 (Lecture Notes in Business Information Processing).

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title = "Impact of and interaction between behavioral and economic decision support in electronic negotiations",

abstract = "In this study we compare the effects of two distinct approaches in negotiation support: negotiation analysis providing economic decision support, and mediation analysis offering behavioral decision support. Those negotiators with economic or behavioral decision support at their disposal were expected to reach better results. Furthermore, behavioral decision support would not only lead to more integrative behavior, but also to more satisfaction about process variables. The hypotheses were tested in a laboratory experiment with 224 undergraduate students from four European universities. Contrary to our expectations, economic decision support did not yield better results, but instead increased informal communication, whereas behavioral decision support led to fewer, but larger concessions. Satisfaction of subjects with the negotiation process and outcomes reflects the strength of the support approaches. The implications of these results and the impact of both types of decision support are discussed.",

author = "Johannes Gettinger and Alexander Dannenmann and Daniel Druckman and Michael Filzmoser and Ronny Mitterhofer and Andreas Reiser and Mareike Schoop and Rudolf Vetschera and {Van Der Wijst}, Per and Sabine K{\"o}szegi",

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doi = "10.1007/978-3-642-32191-7_11",

language = "English",

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series = "Lecture Notes in Business Information Processing",

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pages = "151--165",

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booktitle = "Decision Support Systems - Collaborative Models and Approaches in Real Environments",

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note = "Euro Working Group Workshops on Decision Support Systems - Collaborative Models and Approaches in Real Environments, EWG-DSS 2011 ; Conference date: 30-11-2011 Through 01-12-2011",

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Gettinger, J, Dannenmann, A, Druckman, D, Filzmoser, M, Mitterhofer, R, Reiser, A, Schoop, M, Vetschera, R, Van Der Wijst, P & Köszegi, S 2012, Impact of and interaction between behavioral and economic decision support in electronic negotiations. in JE Hernández, P Zarate, F Dargam, B Delibašić, S Liu & R Ribeiro (eds), Decision Support Systems - Collaborative Models and Approaches in Real Environments: Euro Working Group Workshops, EWG-DSS 2011, London, UK, June 23-24, 2011, and Paris, France, November 30 - December 1, 2011, Revised Selected and Extended Papers. Lecture Notes in Business Information Processing, vol. 121 LNBIP, Springer, Springer Nature, Berlin, pp. 151-165, Euro Working Group Workshops on Decision Support Systems - Collaborative Models and Approaches in Real Environments, EWG-DSS 2011, Paris, France, 30/11/11. https://doi.org/10.1007/978-3-642-32191-7_11

Impact of and interaction between behavioral and economic decision support in electronic negotiations. / Gettinger, Johannes; Dannenmann, Alexander; Druckman, Daniel et al.
Decision Support Systems - Collaborative Models and Approaches in Real Environments: Euro Working Group Workshops, EWG-DSS 2011, London, UK, June 23-24, 2011, and Paris, France, November 30 - December 1, 2011, Revised Selected and Extended Papers. ed. / Jorge E. Hernández; Pascale Zarate; Fátima Dargam; Boris Delibašić; Shaofeng Liu; Rita Ribeiro. Berlin: Springer, Springer Nature, 2012. p. 151-165 (Lecture Notes in Business Information Processing; Vol. 121 LNBIP).

Research output: Chapter in Book/Report/Conference proceeding › Chapter › peer-review

TY - CHAP

T1 - Impact of and interaction between behavioral and economic decision support in electronic negotiations

AU - Gettinger, Johannes

AU - Dannenmann, Alexander

AU - Druckman, Daniel

AU - Filzmoser, Michael

AU - Mitterhofer, Ronny

AU - Reiser, Andreas

AU - Schoop, Mareike

AU - Vetschera, Rudolf

AU - Van Der Wijst, Per

AU - Köszegi, Sabine

PY - 2012

Y1 - 2012

N2 - In this study we compare the effects of two distinct approaches in negotiation support: negotiation analysis providing economic decision support, and mediation analysis offering behavioral decision support. Those negotiators with economic or behavioral decision support at their disposal were expected to reach better results. Furthermore, behavioral decision support would not only lead to more integrative behavior, but also to more satisfaction about process variables. The hypotheses were tested in a laboratory experiment with 224 undergraduate students from four European universities. Contrary to our expectations, economic decision support did not yield better results, but instead increased informal communication, whereas behavioral decision support led to fewer, but larger concessions. Satisfaction of subjects with the negotiation process and outcomes reflects the strength of the support approaches. The implications of these results and the impact of both types of decision support are discussed.

AB - In this study we compare the effects of two distinct approaches in negotiation support: negotiation analysis providing economic decision support, and mediation analysis offering behavioral decision support. Those negotiators with economic or behavioral decision support at their disposal were expected to reach better results. Furthermore, behavioral decision support would not only lead to more integrative behavior, but also to more satisfaction about process variables. The hypotheses were tested in a laboratory experiment with 224 undergraduate students from four European universities. Contrary to our expectations, economic decision support did not yield better results, but instead increased informal communication, whereas behavioral decision support led to fewer, but larger concessions. Satisfaction of subjects with the negotiation process and outcomes reflects the strength of the support approaches. The implications of these results and the impact of both types of decision support are discussed.

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U2 - 10.1007/978-3-642-32191-7_11

DO - 10.1007/978-3-642-32191-7_11

M3 - Chapter

AN - SCOPUS:84866003940

SN - 9783642321900

T3 - Lecture Notes in Business Information Processing

SP - 151

EP - 165

BT - Decision Support Systems - Collaborative Models and Approaches in Real Environments

A2 - Hernández, Jorge E.

A2 - Zarate, Pascale

A2 - Dargam, Fátima

A2 - Delibašić, Boris

A2 - Liu, Shaofeng

A2 - Ribeiro, Rita

PB - Springer, Springer Nature

CY - Berlin

T2 - Euro Working Group Workshops on Decision Support Systems - Collaborative Models and Approaches in Real Environments, EWG-DSS 2011

Y2 - 30 November 2011 through 1 December 2011

ER -

Gettinger J, Dannenmann A, Druckman D, Filzmoser M, Mitterhofer R, Reiser A et al. Impact of and interaction between behavioral and economic decision support in electronic negotiations. In Hernández JE, Zarate P, Dargam F, Delibašić B, Liu S, Ribeiro R, editors, Decision Support Systems - Collaborative Models and Approaches in Real Environments: Euro Working Group Workshops, EWG-DSS 2011, London, UK, June 23-24, 2011, and Paris, France, November 30 - December 1, 2011, Revised Selected and Extended Papers. Berlin: Springer, Springer Nature. 2012. p. 151-165. (Lecture Notes in Business Information Processing). doi: 10.1007/978-3-642-32191-7_11

Impact of and interaction between behavioral and economic decision support in electronic negotiations

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