title: Complexity in electronic negotiation support systems.
abstract: It is generally acknowledged that the medium influences the way we communicate and negotiation research directs considerable attention to the impact of different electronic communication modes on the negotiation process and outcomes. Complexity theories offer models and methods that allow the investigation of how pattern and temporal sequences unfold over time in negotiation interactions. By focusing on the dynamic and interactive quality of negotiations as well as the information, choice, and uncertainty contained in the negotiation process, the complexity perspective addresses several issues of central interest in classical negotiation research. In the present study we compare the complexity of the negotiation communication process among synchronous and asynchronous negotiations (IM vs. e-mail) as well as an electronic negotiation support system including a decision support system (DSS). For this purpose, transcripts of 145 negotiations have been coded and analyzed with the Shannon entropy and the grammar complexity. Our results show that negotiating asynchronically via e-mail as well as including a DSS significantly reduces the complexity of the negotiation process. Furthermore, a reduction of the complexity increases the probability of reaching an agreement.
authors.affiliation: Institut für Arbeitsrecht und Arbeitsbeziehungen in der Europäschen Gemeinschaft, Trier University, Germany. griessmair@iaaeg.de
authors.forename: Michele
authors.initials: M
authors.lastname: Griessmair
authors.forename: Guido
authors.initials: G
authors.lastname: Strunk
authors.forename: Rudolf
authors.initials: R
authors.lastname: Vetschera
authors.forename: Sabine T
authors.initials: ST
authors.lastname: Koeszegi
mesh_terms: D003142:Communication; D003661:Decision Support Techniques; D034742:Electronic Mail; D006801:Humans; D017008:Negotiating / Q000523:psychology*; D017711:Nonlinear Dynamics; D012660:Semantics; D013561:Symbolism; D060145:Text Messaging; D035501:Uncertainty