Preference structures and negotiator behavior in electronic negotiations

Preference structures and negotiator behavior in electronic negotiations Electronic Negotiation Support Systems allow users to construct a formal model of their preferences, which is then used during the negotiation process. In this paper, we analyze whether preferences embedded in such models are actually reflected in the behavior of negotiators and negotiation outcomes. Empirical results indicate that elements of negotiator behavior, like initial offers or the extent of concessions made during the negotiation, closely correspond to individual preferences. The same holds for the structure of the compromise. In contrast, the impact of negotiator preferences on reaching an agreement or the efficiency of the compromise is rather weak. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Decision Support Systems Elsevier

Preference structures and negotiator behavior in electronic negotiations

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Publisher
Elsevier
Copyright
Copyright © 2007 Elsevier B.V.
ISSN
0167-9236
eISSN
1873-5797
D.O.I.
10.1016/j.dss.2007.03.007
Publisher site
See Article on Publisher Site

Abstract

Electronic Negotiation Support Systems allow users to construct a formal model of their preferences, which is then used during the negotiation process. In this paper, we analyze whether preferences embedded in such models are actually reflected in the behavior of negotiators and negotiation outcomes. Empirical results indicate that elements of negotiator behavior, like initial offers or the extent of concessions made during the negotiation, closely correspond to individual preferences. The same holds for the structure of the compromise. In contrast, the impact of negotiator preferences on reaching an agreement or the efficiency of the compromise is rather weak.

Journal

Decision Support SystemsElsevier

Published: Nov 1, 2007

References

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