The Interplay of Communication and Decisions in Electronic Negotiations: Communicative Decisions or Decisive Communication?

Mareike Schoop (), Marije Amelsvoort, Johannes Gettinger, Michael Koerner, Sabine T. Koeszegi and Per Wijst
Additional contact information
Mareike Schoop: University of Hohenheim
Marije Amelsvoort: Tilburg University
Johannes Gettinger: University of Hohenheim
Michael Koerner: University of Hohenheim
Sabine T. Koeszegi: Vienna University of Technology
Per Wijst: Tilburg University

Group Decision and Negotiation, 2014, vol. 23, issue 2, No 2, 167-192

Abstract: Abstract Whilst much research has been conducted on decision support for electronic negotiations and some research has been done on communication support in this area, there is a lack of research on the interplay between these two elements of negotiations. The questions whether both are equally important, whether one effects the other, or whether they show counter-effects are important both for negotiation training (i.e. what should be the focus for becoming a good negotiator) and for system research (i.e. which system support elements need to be developed). The current paper presents results of a controlled laboratory experiment with negotiators that were provided with decision support and communication support and negotiators that had only communication support available. The impact of decision support on the communication process and on outcome dimensions as well as the impact of communication behaviour on the negotiation process and the qualitative dimensions of the outcome will be discussed.

Keywords: Electronic negotiations; Negotiation support systems; Communication support; Decision support (search for similar items in EconPapers)
Date: 2014
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (6)

Downloads: (external link)
http://link.springer.com/10.1007/s10726-013-9357-3 Abstract (text/html)
Access to the full text of the articles in this series is restricted.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:grdene:v:23:y:2014:i:2:d:10.1007_s10726-013-9357-3

Ordering information: This journal article can be ordered from
http://www.springer.com/journal/10726/PS2

DOI: 10.1007/s10726-013-9357-3

Access Statistics for this article

Group Decision and Negotiation is currently edited by Gregory E. Kersten

More articles in Group Decision and Negotiation from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().