title: Shall we dance? - The effect of information presentations on negotiation processes and outcomes.
abstract: The way information is presented influences human decision making and is consequently highly relevant to electronically supported negotiations. The present study analyzes in a controlled laboratory experiment how information presentation in three alternative formats (table, history graph and dance graph) influences the negotiators' behavior and negotiation outcomes. The results show that graphical information presentation supports integrative behavior and the use of non-compensatory strategies. Furthermore, information about the opponents' preferences increases the quality of outcomes but decreases post-negotiation satisfaction of negotiators. The implications for system designers are discussed.
authors.affiliation: Vienna University of Technology, Institute of Management Science, Theresianumgasse 27, 1040 Vienna, Austria.
authors.forename: Johannes
authors.initials: J
authors.lastname: Gettinger
authors.forename: Sabine T
authors.initials: ST
authors.lastname: Koeszegi
authors.forename: Mareike
authors.initials: M
authors.lastname: Schoop
keywords: Communication process; Electronic negotiation support; Empirical study; Graphical decision support; Human–computer interaction; Information presentation
references.citation: J Pers Soc Psychol. 2000 May;78(5):889-905
references.pmid: 10821196