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

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 g...

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Detalles Bibliográficos
Autores principales: Gettinger, Johannes, Koeszegi, Sabine T., Schoop, Mareike
Formato: Online Artículo Texto
Lenguaje:English
Publicado: Elsevier Science Publishers B.V. (North Holland) 2012
Materias:
Acceso en línea:https://www.ncbi.nlm.nih.gov/pmc/articles/PMC3587458/
https://www.ncbi.nlm.nih.gov/pubmed/23552280
http://dx.doi.org/10.1016/j.dss.2012.01.001
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author Gettinger, Johannes
Koeszegi, Sabine T.
Schoop, Mareike
author_facet Gettinger, Johannes
Koeszegi, Sabine T.
Schoop, Mareike
author_sort Gettinger, Johannes
collection PubMed
description 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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spelling pubmed-35874582013-03-05 Shall we dance? — The effect of information presentations on negotiation processes and outcomes Gettinger, Johannes Koeszegi, Sabine T. Schoop, Mareike Decis Support Syst Article 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. Elsevier Science Publishers B.V. (North Holland) 2012-04 /pmc/articles/PMC3587458/ /pubmed/23552280 http://dx.doi.org/10.1016/j.dss.2012.01.001 Text en © 2012 Elsevier B.V. https://creativecommons.org/licenses/by-nc-nd/3.0/ Open Access under CC BY-NC-ND 3.0 (https://creativecommons.org/licenses/by-nc-nd/3.0/) license
spellingShingle Article
Gettinger, Johannes
Koeszegi, Sabine T.
Schoop, Mareike
Shall we dance? — The effect of information presentations on negotiation processes and outcomes
title Shall we dance? — The effect of information presentations on negotiation processes and outcomes
title_full Shall we dance? — The effect of information presentations on negotiation processes and outcomes
title_fullStr Shall we dance? — The effect of information presentations on negotiation processes and outcomes
title_full_unstemmed Shall we dance? — The effect of information presentations on negotiation processes and outcomes
title_short Shall we dance? — The effect of information presentations on negotiation processes and outcomes
title_sort shall we dance? — the effect of information presentations on negotiation processes and outcomes
topic Article
url https://www.ncbi.nlm.nih.gov/pmc/articles/PMC3587458/
https://www.ncbi.nlm.nih.gov/pubmed/23552280
http://dx.doi.org/10.1016/j.dss.2012.01.001
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