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Negotiators' Communication, Perception of Their Counterparts, and Performance in Dyadic E-negotiations

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Abstract

The aim of this study was to improve our understanding of negotiation strategies, behaviors, and outcomes, and the relationships between these factors based on data collected from questionnaires, actual behavior during the negotiation process implemented using e-negotiation system, and the negotiation outcomes. This study clustered the negotiators based on either the negotiators' own strategies or their thoughts about those of their partners. This resulted in a division into cooperative and noncooperative clusters. We found that the negotiators whose own strategies are less cooperative tend to submit more offers but fewer messages. However, these people consIDer that they have less control over the negotiation process compared with those who adopt a more cooperative strategy, who make fewer offers but send more messages. Those in the cooperative cluster consistently feel friendlier about the negotiation and more satisfied with the outcome and their performance. Further, there is a correlation not only between self-strategies and the thoughts about partners' strategies, but also between strategies and final agreements. Finally, the proportion of negotiations reaching agreement is larger for the cooperative cluster than for the noncooperative cluster.

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Authors and Affiliations

  1. National Sun Yat-sen University, Kaohsiung, Taiwan

    Hsiangchu Lai

  2. National Chiayi University, Chia-Yi, Taiwan

    Her-Sen Doong

  3. Fooyin University, Kaohsiung, Taiwan

    Chi-Chung Kao

  4. Concordia University, Montreal, Canada

    Gregory E. Kersten

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  1. Hsiangchu Lai
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  2. Her-Sen Doong
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  3. Chi-Chung Kao
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  4. Gregory E. Kersten
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Correspondence to Hsiangchu Lai.

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Lai, H., Doong, HS., Kao, CC. et al. Negotiators' Communication, Perception of Their Counterparts, and Performance in Dyadic E-negotiations. Group Decis Negot 15, 429–447 (2006). https://doi.org/10.1007/s10726-006-9037-7

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