Towards an interdisciplinary perspective of training intervention for negotiations: Developing strategic negotiation support contents

  • Authors:

  • Sungsoon Park;Gary E. Bolton;Ling Rothrock;Jeannette Brosig

  • Affiliations:

  • Industrial and Manufacturing Engineering, Pennsylvania State University, University Park, Pennsylvania 16802, United States and Smeal College of Business, Pennsylvania State University, University ...;Industrial and Manufacturing Engineering, Pennsylvania State University, University Park, Pennsylvania 16802, United States and Smeal College of Business, Pennsylvania State University, University ...;Industrial and Manufacturing Engineering, Pennsylvania State University, University Park, Pennsylvania 16802, United States and Smeal College of Business, Pennsylvania State University, University ...;Industrial and Manufacturing Engineering, Pennsylvania State University, University Park, Pennsylvania 16802, United States and Smeal College of Business, Pennsylvania State University, University ...

  • Venue:
  • Decision Support Systems
  • Year:
  • 2010

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Abstract

This paper presents a prototype negotiation support system (NSS) intended to help the user to analyze the economic underpinnings of the negotiation, and to construct an initial offer. We also present the results of a behavioral test of the system using techniques from the field of experimental economics. In the test, negotiators have private, asymmetric information about the value of the negotiated item. In one treatment both negotiators operate without an NSS, and in a second treatment the seller has an NSS. The data shows that the NSS assisted negotiators make offers that lead to better price outcomes for themselves. The NSS is web-based and the system might have particular relevance for e-negotiating.