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

Author

Listed:
  • Mareike Schoop

    (University of Hohenheim)

  • Marije Amelsvoort

    (Tilburg University)

  • Johannes Gettinger

    (University of Hohenheim)

  • Michael Koerner

    (University of Hohenheim)

  • Sabine T. Koeszegi

    (Vienna University of Technology)

  • Per Wijst

    (Tilburg University)

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.

Suggested Citation

  • Mareike Schoop & Marije Amelsvoort & Johannes Gettinger & Michael Koerner & Sabine T. Koeszegi & Per Wijst, 2014. "The Interplay of Communication and Decisions in Electronic Negotiations: Communicative Decisions or Decisive Communication?," Group Decision and Negotiation, Springer, vol. 23(2), pages 167-192, March.
    • Handle: RePEc:spr:grdene:v:23:y:2014:i:2:d:10.1007_s10726-013-9357-3
    DOI: 10.1007/s10726-013-9357-3
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    References listed on IDEAS

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    Cited by:

    1. Muhammed-Fatih Kaya & Mareike Schoop, 2022. "Analytical Comparison of Clustering Techniques for the Recognition of Communication Patterns," Group Decision and Negotiation, Springer, vol. 31(3), pages 555-589, June.
    2. Debby Damen & Per Wijst & Marije Amelsvoort & Emiel Krahmer, 2020. "The Effect of Perspective-Taking on Trust and Understanding in Online and Face-to-Face Mediations," Group Decision and Negotiation, Springer, vol. 29(6), pages 1121-1156, December.
    3. Rudolf Vetschera, 2016. "Concessions Dynamics in Electronic Negotiations: A Cross-Lagged Regression Analysis," Group Decision and Negotiation, Springer, vol. 25(2), pages 245-265, March.
    4. Marc T. P. Adam & Timm Teubner & Henner Gimpel, 2018. "No Rage Against the Machine: How Computer Agents Mitigate Human Emotional Processes in Electronic Negotiations," Group Decision and Negotiation, Springer, vol. 27(4), pages 543-571, August.
    5. Mareike Schoop, 2021. "Negotiation communication revisited," Central European Journal of Operations Research, Springer;Slovak Society for Operations Research;Hungarian Operational Research Society;Czech Society for Operations Research;Österr. Gesellschaft für Operations Research (ÖGOR);Slovenian Society Informatika - Section for Operational Research;Croatian Operational Research Society, vol. 29(1), pages 163-176, March.
    6. Sinem Acar-Burkay & Vidar Schei & Luk Warlop, 2020. "The Best of Both Worlds? Negotiations Between Cooperators and Individualists Provide High Economic and Relational Outcomes," Group Decision and Negotiation, Springer, vol. 29(3), pages 491-522, June.

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