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

In this article we evaluate the performance of an e-mediation system, referred to as VienNA , in an e-negotiation environment. A set of hypotheses drawn from the mediation and e-mediation literatures are explored. Bargaining processes, outcomes, and perceptions are compared for bargainers that have...

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Bibliographic Details
Published in:Group decision and negotiation 2014-03, Vol.23 (2), p.193-210
Main Authors: Druckman, Daniel, Mitterhofer, Ronald, Filzmoser, Michael, Koeszegi, Sabine T.
Format: Article
Language:English
Subjects:
Agreements
Bargaining
Biological and Physical Anthropology
Business and Management
Decision support systems
Evaluation
Experiments
Hypotheses
International conflicts
Mediation
Mediators
Messages
Negotiations
Perception
Performance evaluation
Studies
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Summary:In this article we evaluate the performance of an e-mediation system, referred to as VienNA , in an e-negotiation environment. A set of hypotheses drawn from the mediation and e-mediation literatures are explored. Bargaining processes, outcomes, and perceptions are compared for bargainers that have access to the VienNA system with those that do not have access during negotiation. Supporting several of the hypotheses, bargainers with access to the system were more flexible during the process, showed more concession reciprocation, sent more messages dealing with relationships and related sources of conflict, and were more satisfied with both the process and outcome. Early use of the system produced more flexible bargaining and better outcomes than later use, a finding that supports research on mediation in international conflicts. More balanced agreements occurred when bargainers consulted a form of advice known as fairness norms. Implications of these results for theory and practice are discussed along with suggestions for further research.
ISSN:0926-2644
1572-9907
DOI:10.1007/s10726-013-9356-4