Standardized interpolated path analysis of offer processes in e-negotiations

Authors:
Rudolf Vetschera;Michael Filzmoser
Affiliations:
University of Vienna, Vienna, Austria;Technical University of Vienna, Vienna, Austria
Venue:
Proceedings of the 14th Annual International Conference on Electronic Commerce
Year:
2012

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Abstract

We describe a new approach to analyze offer processes in electronic negotiations. Utility values associated with offers are interpolated to standardized points in time during the negotiation, thus enabling a comparison and aggregation of different negotiations. We illustrate the usefulness of this approach in an exemplary empirical study. Empirical results indicate that negotiators frequently make offers that destroy total value, and that concessions across a broad range of issues are needed for successful negotiations.