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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...
Autores principales: | , , |
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Formato: | Online Artículo Texto |
Lenguaje: | English |
Publicado: |
Elsevier Science Publishers B.V. (North Holland)
2012
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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. |
format | Online Article Text |
id | pubmed-3587458 |
institution | National Center for Biotechnology Information |
language | English |
publishDate | 2012 |
publisher | Elsevier Science Publishers B.V. (North Holland) |
record_format | MEDLINE/PubMed |
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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