Resolving Impasses in e-Negotiation: Does e-Mediation Work?

Concessions Dynamics in Electronic Negotiations: A Cross-Lagged Regression Analysis

“…Schoop et al (2014) also found no effect of decision support on economic outcomes of the negotiation, which result from concession behavior. In contrast, Druckman et al (2014) did find an impact of negotiation support on concession making, which apparently is not reflected in the APIM model. This could indicate that once actor and partner effects are taken into account to explain concession behavior, differences between support conditions vanish.…”

“…The Bluestar dataset results from an experiment which was explicitly designed to evaluate the impact of different types of support on electronic negotiations , and it has already been used to study the impact of these support strategies on communication behavior and negotiation outcomes (Schoop et al 2014;Druckman et al 2014). The experiment studied the effects of decision support by providing utility elicitation, evaluation of offers and history graphs showing the development of both sides' offers over time.…”

“…This type of support was implemented via an electronic mediation system, which elicited the parties' flexibility in the negotiation and provided recommendation on behavioral changes (Druckman et al 2014). Previous studies (Druckman et al 2014) found that the presence of this kind of support led to more and larger concessions and a higher degree of reciprocity. We thus hypothesize that the presence of behavioral support will affect both parameters of the APIM model.…”

“…The main goal of the experiment was to test the impact of two different types of support on negotiation outcomes: Decision support, which consisted of elicitation of utility functions and presentation of utility values both of their own and the opponent's offers to negotiators during the process, and behavioral support, which included a diagnostic module based on a questionnaire presented during the negotiation, from which behavioral advice to negotiators was derived by the system. The impact of these two types of support on negotiation outcomes and communication patterns was studied by Schoop et al (2014) and Druckman et al (2014). Since these publications also contain detailed descriptions of the experimental setup and the systems used, we refer to them for further details.…”

“…In Sect. 4, we apply the model to two existing data sets of electronic negotiations, the Inspire database (Kersten and Noronha 1999) and the Bluestar case data (Druckman et al 2014;Schoop et al 2014) to study the relationship between offer processes and negotiation success. The second dataset also allows to analyze the impact of negotiation support on the offer process.…”