Integration of behavioral and analytic decision support in electronic negotiations

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

doi:10.1109/HICSS.2012.334

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 proceeding › Conference proceeding contribution › peer-review

4 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 language	English
Title of host publication	Proceedings of the 45th Annual Hawaii International Conference on System Sciences, HICSS-45
Place of Publication	Piscataway, NJ
Publisher	Institute of Electrical and Electronics Engineers (IEEE)
Pages	610-617
Number of pages	8
ISBN (Electronic)	9781509056385 , 9780769545257
ISBN (Print)	9780769545257
DOIs	https://doi.org/10.1109/HICSS.2012.334
Publication status	Published - 2011
Externally published	Yes
Event	2012 45th Hawaii International Conference on System Sciences, HICSS 2012 - Maui, HI, United States Duration: 4 Jan 2012 → 7 Jan 2012

Other

Other	2012 45th Hawaii International Conference on System Sciences, HICSS 2012
Country/Territory	United States
City	Maui, HI
Period	4/01/12 → 7/01/12

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10.1109/HICSS.2012.334

Cite this

Mitterhofer, R., Gettinger, J., Druckman, D., Schoop, M., Filzmoser, M., & Koeszegi, S. T. (2011). Integration of behavioral and analytic decision support in electronic negotiations. In Proceedings of the 45th Annual Hawaii International Conference on System Sciences, HICSS-45 (pp. 610-617). Article 6148602 Institute of Electrical and Electronics Engineers (IEEE). https://doi.org/10.1109/HICSS.2012.334

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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.",

author = "Ronny Mitterhofer and Johannes Gettinger and Daniel Druckman and Mareike Schoop and Michael Filzmoser and Koeszegi, {Sabine T.}",

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Mitterhofer, R, Gettinger, J, Druckman, D, Schoop, M, Filzmoser, M & Koeszegi, ST 2011, Integration of behavioral and analytic decision support in electronic negotiations. in Proceedings of the 45th Annual Hawaii International Conference on System Sciences, HICSS-45., 6148602, Institute of Electrical and Electronics Engineers (IEEE), Piscataway, NJ, pp. 610-617, 2012 45th Hawaii International Conference on System Sciences, HICSS 2012, Maui, HI, United States, 4/01/12. https://doi.org/10.1109/HICSS.2012.334

Integration of behavioral and analytic decision support in electronic negotiations. / Mitterhofer, Ronny; Gettinger, Johannes; Druckman, Daniel et al.
Proceedings of the 45th Annual Hawaii International Conference on System Sciences, HICSS-45. Piscataway, NJ: Institute of Electrical and Electronics Engineers (IEEE), 2011. p. 610-617 6148602.

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

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AU - Koeszegi, Sabine T.

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Mitterhofer R, Gettinger J, Druckman D, Schoop M, Filzmoser M, Koeszegi ST. Integration of behavioral and analytic decision support in electronic negotiations. In Proceedings of the 45th Annual Hawaii International Conference on System Sciences, HICSS-45. Piscataway, NJ: Institute of Electrical and Electronics Engineers (IEEE). 2011. p. 610-617. 6148602 doi: 10.1109/HICSS.2012.334

Integration of behavioral and analytic decision support in electronic negotiations

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