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

Publication Type

Book chapter

Authors

Alexander Dannenmann, Daniel Druckman, Michael Filzmoser, Johannes Gettinger, Sabine Köszegi, Ronny Mitterhofer, Andreas Reiser, Mareike Schoop, Per van der Wijst, Rudolf Vetschera

Year of publication

2012

Published in

Lecture Notes in Business Information Processing - Collaboration in Real Environments

Editor

Fátima Dargam, Boris Delibasic, Jorge E. Hernández, Shaofeng Liu, Rita Ribeiro, Pascale Zaraté

Pubisher

Springer

Band/Volume

121/

Page (from - to)

151-165

Keywords

Entscheidungsprozess, Entscheidungssysteme, Informationsmanagement, Kommunikationstechnologien

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.