Preference structures and negotiator behavior in electronic negotiations

Decision Support Systems

Volumn 44, Issue 1, 2007, Pages 135-146

  Vetschera, Rudolf ^a  

^a UNIVERSITY OF VIENNA   (Austria)

Author keywords

Empirical research; Negotiation support systems; Preference model; Utility

Indexed keywords

FORMAL METHODS; MATHEMATICAL MODELS;

EMPIRICAL RESEARCH; NEGOTIATION SUPPORT SYSTEMS; PREFERENCE MODEL;

DECISION SUPPORT SYSTEMS;

EID: 34548487308     PISSN: 01679236     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.dss.2007.03.007     Document Type: Article

References (47)

1. Barkhi R., Jacob V.S., and Pirkul H. An experimental analysis of face to face versus computer mediated communication channels. Group Decision and Negotiation 8 4 (1999) 325-347
2. Beroggi G.E. An experimental investigation of virtual negotiations with dynamic plots. Group Decision and Negotiation 9 5 (2000) 415-429
3. Blake R., and Mouton J. The Managerial Grid, Gulf, Houston (1964)
4. Bottom W.P. Negotiator risk: sources of uncertainty and the impact of reference points on negotiated agreements. Organizational Behavior and Human Decision Processes 76 2 (1998) 89-112
5. Carnevale P.J., and Pruitt D.G. Negotiation and mediation. Annual Review of Psychology 43 (1992) 531-582
6. Chiu D.K., Cheung S., Hung P.C., Chiu S.Y., and Chung A.K. Developing e-negotiation support with a meta-modeling approach in a web services environment. Decision Support Systems 40 (2005) 51-69
7. Clyman D.R. Measuring cooperation in negotiations: the impossible dream. In: Zeckhauser R.J., Keeney R.L., and Sebenius J.K. (Eds). Wise Choices: Decisions, Games, and Negotiations (1996), Harvard Business School Press, Boston, Mass 388-399
8. Clyman D.R., and Tripp T.M. Discrepant values and measures of negotiator performance. Group Decision and Negotiation 9 4 (2000) 251-274
9. Coursey D. Bilateral bargaining, Pareto optimality, and the empirical frequency of impasse. Journal of Economic Behavior and Organization 3 (1982) 243-259
10. Curhan J.R., Neale M.A., and Ross L. Dynamic valuation: preference changes in the context of face-to-face negotiation. Journal of Experimental Social Psychology 40 (2004) 142-151
11. Delaney M.M., Foroughi A., and Perkins W.C. An empirical study of the efficacy of a computerized negotiation support system (NSS). Decision Support Systems 20 (1997) 185-197
12. DeSanctis G., and Gallupe R.B. A foundation for the study of group decision support systems. Management Science 33 (1987) 589-609
13. Foroughi A., Perkins W.C., and Jelassi M.T. An empirical study of an interactive, session-oriented computerized negotiation support system (NSS). Group Decision and Negotiation 4 (1995) 485-512
14. Foroughi A., Perkins W.C., and Jessup L.M. A comparison of audio-conferencing and computer conferencing in a dispersed negotiation setting: efficiency matters!. Journal of Organizational and End User Computing 17 3 (2005) 1-26
15. Jain B., and Solomon J. The effect of task complexity and conflict handling styles on computer-supported negotiations. Information and Management 37 4 (2000) 161-168
16. Jarke M. Knowledge sharing and negotiation support in multiperson decision support systems. Decision Support Systems 2 1 (1986) 93-102
17. Jelassi M.T., and Foroughi A. Negotiation support system: an overview of design issues and existing software. Decision Support Systems 5 2 (1989) 167-181
18. Keeney R.L., and Raiffa H. Decisions with Multiple Objectives: Preferences and Value Tradeoffs (1976), J. Wiley & Sons, New York
19. Kersten G.E. E-negotiation Systems: Interaction of People and Technologies to Resolve Conflicts. Interneg Research Report INR 08/04 (2004)
20. Kersten G.E., and Noronha S.J. Rational agents, contract curves, and inefficient compromises. IEEE Transactions on Systems, Man and Cybernetics 28 3 (1998) 326-338
21. Kersten G.E., and Noronha S.J. WWW-based negotiation support: design, implementation, and use. Decision Support Systems 25 2 (1999) 135-154
22. Koeszegi S., Srnka K., and Pesendorfer E.-M. Comparing Web-based Negotiation Processes: A Combined Qualitative-Quantitative Approach. Tech. Rep. OP 2004-02 (2004), Dept. of Business Studies, University of Vienna
23. Lim L.-H., and Benbasat I. A theoretical perspective of negotiation support systems. Journal of Management Information Systems 9 3 (1992) 27-44
24. Long J.S. Regression Models for Categorical and Limited Dependent Variables (1997), Sage, Thousand Oaks
25. Mateos A., Jimenez A., and Rios-Insua S. Monte Carlo simulation techniques for group decision making with incomplete information. European Journal of Operational Research 174 (2006) 1842-1864
26. Milter R.G., Darling T.A., and Mumpower J.L. The effects of substantive task characteristics on negotiators' ability to reach efficient agreements. Acta Psychologica 93 (1996) 207-228
27. Moore D.A., Kurtzberg T.R., Thompson L.L., and Morris M.W. Long and short routes to success in electronically mediated negotiations: group affiliations and good vibrations. Organizational Behavior and Human Decision Processes 77 1 (1999) 22-43
28. Moran S., and Ritov I. Initial perceptions in negotiations: evaluation and response to 'logrolling' offers. Journal of Behavioral Decision Making 15 2 (2002) 101-124
29. Mumpower J.L. The judgement policies of negotiators and the structure of negotiation problems. Management Science 37 10 (1991) 1304-1324
30. Northcraft G.B., Brodt S.E., and Neale M.A. Negotiating with nonlinear subjective utilities: why some concessions are more equal than others. Organizational Behavior and Human Decision Processes 63 3 (1995) 298-310
31. Northcraft G.B., Preston J.N., Neale M.A., Kim P.H., and Thomas-Hunt M.C. Non-linear preference functions and negotiated outcomes. Organizational Behavior and Human Decision Processes 73 1 (1998) 54-75
32. Olekalns M., and Smith P.L. Social motives in negotiation: the relationships between dyad composition, negotiation processes and outcomes. International Journal of Conflict Management 14 3/4 (2003) 233-254
33. Pennings J.M.E., and Smidts A. The shape of utility functions and organizational behavior. Management Science 49 9 (2003) 1251-1263
34. Perkins W.C., Hershauer J.C., Foroughi A., and Delaney M.M. Can a negotiation support system help a purchasing manager. Journal of Supply Chain Management 32 2 (1996) 37-45
35. Pruitt D.G. Strategic choice in negotiation. The American Behavioral Scientist 27 2 (1983) 167-194
36. Purdy J.M., Nye P., and Balakrishnan P.V. The impact of communication media on negotiation outcomes. International Journal of Conflict Management 11 2 (2000) 162-187
37. Rangaswamy A., and Shell G. Using computers to realize joint gains in negotiations: toward an "Electronic bargaining table". Management Science 43 8 (1997) 1147-1163
38. Rangaswamy A., and Starke K. Computer-mediated negotiations: review and research opportunities. In: Kent A. (Ed). Encyclopedia of Microcomputers vol. 25 (2000), Dekker, New York 47-71
39. Silver M.S. Decision support systems: directed and nondirected change. Information Systems Research 1 (1990) 47-70
40. Teich J., Korhonen P., Wallenius H., and Wallenius J. Conducting dyadic multiple issue negotiation experiments: methodological recommendations. Group Decision and Negotiation 9 4 (2000) 347-354
41. Thomas K.W. Conflict and conflict management: reflections and update. Journal of Organizational Behavior 13 (1992) 265-274
42. Tinsley C.H., O'Connor K.M., and Sullivan B.A. Tough guys finish last: the perils of a distributive reputation. Organizational Behavior and Human Decision Processes 88 (2002) 621-642
43. Tripp T.M., and Sondak H. An evaluation of dependent variables in experimental negotiation studies: impasse rates and Pareto efficiency. Organizational Behavior and Human Decision Processes 51 (1992) 273-295
44. Valenzuela A., Srivastava J., and Lee S. The role of cultural orientation in bargaining under incomplete information: differences in causal attributions. Organizational Behavior and Human Decision Processes 96 (2005) 72-88
45. Vetschera R. Group decision and negotiation support - a methodological survey. OR Spektrum 12 (1990) 67-77
46. White J.B., Tynan R., Galinsky A.D., and Thompson L. Face threat sensitivity in negotiation: roadblock to agreement and joint gain. Organizational Behavior and Human Decision Processes 94 (2004) 102-124
47. Zhang Q., Chen J.C., and Chong P.P. Decision consolidation: criteria weight determination using multiple preference formats. Decision Support Systems 38 (2004) 247-258