Shall We Dance? – The Effect of Information Presentations on Negotiation Processes and Outcomes
- Publication Type
- Journal contribution (peer reviewed)
- Authors
- Johannes Gettinger, Sabine Koeszegi, Mareike Schoop
- Year of publication
- 2012
- Published in
- Decision Support Systems
- Pubisher
- Elsevier
- Band/Volume
- 53/1
- DOI
- 10.1016/j.dss.2012.01.001
- Page (from - to)
- 161-174
- Keywords
- Entscheidungsprozess, Entscheidungssysteme, Entscheidungsunterstützungssysteme, Informationsmanagement, Kommunikationstechnologien
The way information is presented influences human decision making and is consequently highly relevant to
electronically supported negotiations. The present study analyzes in a controlled laboratory experiment how information presentation in three alternative formats (table, history graph and dance graph) influences the negotiators' behavior and negotiation outcomes. The results show that graphical information presentation supports integrative behavior and the use of non-compensatory strategies. Furthermore, information about the opponents' preferences increases the quality of outcomes but decreases post-negotiation satisfaction of negotiators. The implications for system designers are discussed.
Involved persons
Involved institutions
- Information Systems I
- Faculty of Business, Economics and Social Sciences
- Institute of Interorganizational Management & Performance