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 proceedingChapter

11 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 languageEnglish
Title of host publicationDecision Support Systems - Collaborative Models and Approaches in Real Environments
Subtitle of host publicationEuro 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
EditorsJorge E. Hernández, Pascale Zarate, Fátima Dargam, Boris Delibašić, Shaofeng Liu, Rita Ribeiro
Place of PublicationBerlin
PublisherSpringer, Springer Nature
Pages151-165
Number of pages15
ISBN (Electronic)9783642321917
ISBN (Print)9783642321900
DOIs
Publication statusPublished - 2012
Externally publishedYes
EventEuro Working Group Workshops on Decision Support Systems - Collaborative Models and Approaches in Real Environments, EWG-DSS 2011 - Paris, France
Duration: 30 Nov 20111 Dec 2011

Publication series

NameLecture Notes in Business Information Processing
Volume121 LNBIP
ISSN (Print)18651348

Other

OtherEuro Working Group Workshops on Decision Support Systems - Collaborative Models and Approaches in Real Environments, EWG-DSS 2011
CountryFrance
CityParis
Period30/11/111/12/11

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    Gettinger, J., Dannenmann, A., Druckman, D., Filzmoser, M., Mitterhofer, R., Reiser, A., ... 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). Berlin: Springer, Springer Nature. https://doi.org/10.1007/978-3-642-32191-7_11