Group Decision and Negotiation

, Volume 23, Issue 2, pp 167–192

The Interplay of Communication and Decisions in Electronic Negotiations: Communicative Decisions or Decisive Communication?

  • Mareike Schoop
  • Marije van Amelsvoort
  • Johannes Gettinger
  • Michael Koerner
  • Sabine T. Koeszegi
  • Per van der Wijst
Article

DOI: 10.1007/s10726-013-9357-3

Cite this article as:
Schoop, M., van Amelsvoort, M., Gettinger, J. et al. Group Decis Negot (2014) 23: 167. doi:10.1007/s10726-013-9357-3

Abstract

Whilst much research has been conducted on decision support for electronic negotiations and some research has been done on communication support in this area, there is a lack of research on the interplay between these two elements of negotiations. The questions whether both are equally important, whether one effects the other, or whether they show counter-effects are important both for negotiation training (i.e. what should be the focus for becoming a good negotiator) and for system research (i.e. which system support elements need to be developed). The current paper presents results of a controlled laboratory experiment with negotiators that were provided with decision support and communication support and negotiators that had only communication support available. The impact of decision support on the communication process and on outcome dimensions as well as the impact of communication behaviour on the negotiation process and the qualitative dimensions of the outcome will be discussed.

Keywords

Electronic negotiationsNegotiation support systems Communication supportDecision support

Copyright information

© Springer Science+Business Media Dordrecht 2013

Authors and Affiliations

  • Mareike Schoop
    • 1
  • Marije van Amelsvoort
    • 2
  • Johannes Gettinger
    • 1
  • Michael Koerner
    • 1
  • Sabine T. Koeszegi
    • 3
  • Per van der Wijst
    • 2
  1. 1.Information Systems IUniversity of HohenheimStuttgartGermany
  2. 2.Department of Communication and Information SciencesTilburg UniversityTilburgThe Netherlands
  3. 3.Institute of Management ScienceVienna University of TechnologyViennaAustria