Shall we dance? – The effect of information presentations on negotiation processes and outcomes

Shall we dance? – The effect of information presentations on negotiation processes and outcomes

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Article ID: iaor20123336
Volume: 53
Issue: 1
Start Page Number: 161
End Page Number: 174
Publication Date: Apr 2012
Journal: Decision Support Systems
Authors: , ,
Keywords: information
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.

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