E-Nego-Motion: Integration of Behavioral and Decision Support in E-Negotiations

Posted: 30 Aug 2011 Last revised: 25 Jun 2014

See all articles by Daniel Druckman

Daniel Druckman

George Mason University - Department of Public & International Affairs

Michael Filzmoser

Vienna University of Technology

Sabine Koeszegi

Vienna University of Technology

Ronny Mitterhofer

affiliation not provided to SSRN

Per van der Wijst

Tilburg University

Andreas Reiser

affiliation not provided to SSRN

Mareike Schoop

affiliation not provided to SSRN

Rudolf Vetschera

University of Vienna - Institute of Business Administration

Alexander Dannenmann

affiliation not provided to SSRN

Johannes Gettinger

Vienna University of Technology

Date Written: July 4, 2011

Abstract

We compare the impacts of two approaches to decision support, asynchronous electronic mediation and utility theory. Technical issues are discussed and the results of a multi-national experimental comparison of the approaches are reported. The comparisons were between conditions that provided bargainers with either one or the other, both, or neither form of decision support. The results show differences among these conditions, some of which are surprising: The largest number of agreements (and prediction accuracy) were obtained with e mediation although these agreements were generally of lower quality. The smallest number of agreements occurred with decision support although these were of higher quality. When both forms of support were provided, a relatively low number of high-quality agreements were obtained. Interestingly, the group with neither form of support attained the highest quality agreements. Analyses of bargainer post-negotiation perceptions provided further understanding of the findings. Implications for the next round of experiments are also discussed.

Keywords: decision aids, electronic mediation, impasse resolution, negotiation, utility theory

Suggested Citation

Druckman, Daniel and Filzmoser, Michael and Koeszegi, Sabine and Mitterhofer, Ronny and van der Wijst, Per and Reiser, Andreas and Schoop, Mareike and Vetschera, Rudolf and Dannenmann, Alexander and Gettinger, Johannes, E-Nego-Motion: Integration of Behavioral and Decision Support in E-Negotiations (July 4, 2011). Available at SSRN: https://ssrn.com/abstract=1919121

Daniel Druckman (Contact Author)

George Mason University - Department of Public & International Affairs ( email )

4400 University Drive
Fairfax, VA 22030
United States
703-993-1400 (Phone)

Michael Filzmoser

Vienna University of Technology ( email )

Theresianumgasse 27
1040 Vienna
Austria
+43 1 58801 33078 (Phone)
+43 1 58801 33092 (Fax)

Sabine Koeszegi

Vienna University of Technology ( email )

Karlsplatz 13
Vienna
Austria

Ronny Mitterhofer

affiliation not provided to SSRN ( email )

Per Van der Wijst

Tilburg University ( email )

P.O. Box 90153
Tilburg, DC Noord-Brabant 5000 LE
Netherlands

Andreas Reiser

affiliation not provided to SSRN

Mareike Schoop

affiliation not provided to SSRN

Rudolf Vetschera

University of Vienna - Institute of Business Administration ( email )

Oskar Morgenstern Platz 1
Vienna, A1090
Austria

Alexander Dannenmann

affiliation not provided to SSRN

Johannes Gettinger

Vienna University of Technology

Karlsplatz 13
Vienna
Austria

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