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

Author

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  • Hsiangchu Lai

    (National Sun Yat-sen University)

  • Her-Sen Doong

    (National Chiayi University)

  • Chi-Chung Kao

    (Fooyin University)

  • Gregory E. Kersten

    (Concordia University)

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.

Suggested Citation

  • Hsiangchu Lai & Her-Sen Doong & Chi-Chung Kao & Gregory E. Kersten, 2006. "Negotiators' Communication, Perception of Their Counterparts, and Performance in Dyadic E-negotiations," Group Decision and Negotiation, Springer, vol. 15(5), pages 429-447, September.
    • Handle: RePEc:spr:grdene:v:15:y:2006:i:5:d:10.1007_s10726-006-9037-7
    DOI: 10.1007/s10726-006-9037-7
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    References listed on IDEAS

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    1. Shi, Xinping & Wright, Philip C., 2003. "The potential impacts of national feelings on international business negotiations: a study in the China context," International Business Review, Elsevier, vol. 12(3), pages 311-328, June.
    2. Tung Bui & Jerome Yen & Jiuru Hu & Siva Sankaran, 2001. "A Multi-Attribute Negotiation Support System with Market Signaling for Electronic Markets," Group Decision and Negotiation, Springer, vol. 10(6), pages 515-537, November.
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    Cited by:

    1. Siva Sankaran & Tung Bui, 2008. "An organizational model for transitional negotiations: concepts, design and applications," Group Decision and Negotiation, Springer, vol. 17(2), pages 157-173, March.
    2. Gregory E. Kersten & Hsiangchu Lai, 2007. "Negotiation Support and E-negotiation Systems: An Overview," Group Decision and Negotiation, Springer, vol. 16(6), pages 553-586, November.
    3. Ofir Turel, 2010. "Interdependence Issues in Analyzing Negotiation Data," Group Decision and Negotiation, Springer, vol. 19(2), pages 111-125, March.
    4. Ingmar Geiger, 2020. "From Letter to Twitter: A Systematic Review of Communication Media in Negotiation," Group Decision and Negotiation, Springer, vol. 29(2), pages 207-250, April.

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