Computer-Aided Tools in Negotiation: Negotiable Issues, Counterfactual Thinking, and Satisfaction

Abstract

This study explores how information technology can influence negotiator satisfaction. Prior research found that the disconnect between objective economic outcomes and negotiator satisfaction was a function of the number of negotiable items [20]. The more negotiable items involved, the better the objective outcome, but also the more items involved, the more dissatisfied negotiators feel about the outcome. This lessened sense of satisfaction stems from the increased cognitive complexity posed by dealing NOT THE PUBLISHED VERSION; this is the author's final, peer-reviewed manuscript. The published version may be accessed by following the link in the citation at the bottom of the page. Commerce, Vol. 24, No. 4 (2014): pg. 297-311. DOI. This article is © Taylor & Francis and permission has been granted for this version to appear in e-Publications@Marquette. Taylor & Francis does not grant permission for this article to be further copied/distributed or hosted elsewhere without the express permission from Taylor & Francis. Journal of Organizational Computing and Electronic2 with more negotiable items; this complexity, in turn, results in more opportunities for thoughts about how the outcome might have been different (counterfactual thoughts). Our research found that the use of information technology to reduce the cognitive complexity of a negotiation also reduces counterfactual thoughts about better possible outcomes. As a result, the use of this technology may improve overall negotiator satisfaction while maintaining desirable economic outcomes.