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

Authors:
Johannes Gettinger;Sabine T. Koeszegi;Mareike Schoop
Affiliations:
Vienna University of Technology, Institute of Management Science, Theresianumgasse 27, 1040 Vienna, Austria;Vienna University of Technology, Institute of Management Science, Theresianumgasse 27, 1040 Vienna, Austria;University of Hohenheim, Information Systems I, 70593 Stuttgart, Germany
Venue:
Decision Support Systems
Year:
2012

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Abstract

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.