Shall We Dance? – The Effect of Information Presentations on Negotiation Processes and Outcomes

Publikations-Art

Zeitschriftenbeitrag (peer-reviewed)

Autoren

Johannes Gettinger, Sabine Koeszegi, Mareike Schoop

Erscheinungsjahr

2012

Veröffentlicht in

Decision Support Systems

Verlag

Elsevier

Band/Volume

53/1

DOI

10.1016/j.dss.2012.01.001

Seite (von - bis)

161-174

Schlagworte

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.