Negotiators' Communication, Perception of Their Counterparts, and Performance in Dyadic E-negotiations

Hsiangchu Lai (), Her-Sen Doong (), Chi-Chung Kao () and Gregory E. Kersten ()
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Hsiangchu Lai: National Sun Yat-sen University
Her-Sen Doong: National Chiayi University
Chi-Chung Kao: Fooyin University
Gregory E. Kersten: Concordia University

Group Decision and Negotiation, 2006, vol. 15, issue 5, No 2, 429-447

Abstract: Abstract The aim of this study was to improve our understanding of negotiation strategies, behaviors, and outcomes, and the relationships between these factors based on data collected from questionnaires, actual behavior during the negotiation process implemented using e-negotiation system, and the negotiation outcomes. This study clustered the negotiators based on either the negotiators' own strategies or their thoughts about those of their partners. This resulted in a division into cooperative and noncooperative clusters. We found that the negotiators whose own strategies are less cooperative tend to submit more offers but fewer messages. However, these people consIDer that they have less control over the negotiation process compared with those who adopt a more cooperative strategy, who make fewer offers but send more messages. Those in the cooperative cluster consistently feel friendlier about the negotiation and more satisfied with the outcome and their performance. Further, there is a correlation not only between self-strategies and the thoughts about partners' strategies, but also between strategies and final agreements. Finally, the proportion of negotiations reaching agreement is larger for the cooperative cluster than for the noncooperative cluster.

Keywords: e-negotiation; negotiation support systems; negotiation process; negotiation strategy; negotiation behavior (search for similar items in EconPapers)
Date: 2006
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Citations: View citations in EconPapers (4)

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DOI: 10.1007/s10726-006-9037-7

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