Integration of behavioral and analytic decision support in electronic negotiations

Ronny Mitterhofer, Johannes Gettinger, Daniel Druckman, Mareike Schoop, Michael Filzmoser, Sabine T. Koeszegi*

*Corresponding author for this work

Research output: Chapter in Book/Report/Conference proceedingConference proceeding contribution

3 Citations (Scopus)

Abstract

This paper presents the e-Nego-motion research project which attempts to enhance understanding of effects of and interaction between behavioral and analytic decision support in e-negotiations. Systems providing both kinds of decision support were used in a laboratory experiment. Analyses show that behavioral decision support is requested most often for issues where experienced conflict is high. When consulted early in the negotiation phase, the diagnosis, analysis and advice functions of behavioral support increase the efficiency of agreements. This effect is even stronger if analytic decision support is available to subjects. Additionally, communication patterns influence the quality of negotiations independent of decision support. The more formal offers and counteroffers are exchanged, the higher is the efficiency of outcomes measured by joint utility. Overall, there are no significant differences in the number and quality of agreements between support approaches. Nevertheless, the satisfaction of subjects with process and outcomes reflects the strengths of the support approaches: Subjects with behavioral support are most satisfied with outcomes while subjects with decision support are most satisfied with the negotiation process.

Original languageEnglish
Title of host publicationProceedings of the 45th Annual Hawaii International Conference on System Sciences, HICSS-45
Place of PublicationPiscataway, NJ
PublisherInstitute of Electrical and Electronics Engineers (IEEE)
Pages610-617
Number of pages8
ISBN (Electronic)9781509056385 , 9780769545257
ISBN (Print)9780769545257
DOIs
Publication statusPublished - 2011
Externally publishedYes
Event2012 45th Hawaii International Conference on System Sciences, HICSS 2012 - Maui, HI, United States
Duration: 4 Jan 20127 Jan 2012

Other

Other2012 45th Hawaii International Conference on System Sciences, HICSS 2012
CountryUnited States
CityMaui, HI
Period4/01/127/01/12

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