Publications in Scientific Journals:
J. Gettinger, S. Köszegi, M. Schoop:
"Shall we dance? - The effect of information presentations on negotiation processes and outcomes";
Decision Support Systems,
53
(2012),
1;
161
- 174.
English abstract:
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.
Keywords:
Electronic negotiation support; Graphical decision support; Information presentation; Communication process; Empirical study; Human-computer interaction
"Official" electronic version of the publication (accessed through its Digital Object Identifier - DOI)
http://dx.doi.org/10.1016/j.dss.2012.01.001
Related Projects:
Project Head Sabine Theresia Köszegi:
e-Nego-motion
Created from the Publication Database of the Vienna University of Technology.