Towards an interdisciplinary perspective of training intervention for negotiations: Developing strategic negotiation support contents

• Published in: Decision Support Systems 2010-05, Vol.49 (2), p.213-221
• Main Authors: Park, Sungsoon, Bolton, Gary E., Rothrock, Ling, Brosig, Jeannette
• Format: Article
• Language: English
• Subjects: Applied sciences; Asymmetry; Computer science; control theory; systems; Computer systems and distributed systems. User interface; Construction costs; Decision support systems; e-commerce; Economic analysis; Economics; Electronic commerce; Electronic negotiation support systems; Exact sciences and technology; Game theory; Information; Memory and file management (including protection and security); Memory organisation. Data processing; Negotiation analysis; Negotiations; Operational research and scientific management; Operational research. Management science; Software; Studies; Support systems; Training
• ISSN: 0167-9236; 1873-5797
• DOI: 10.1016/j.dss.2010.02.007

This paper presents a prototype negotiation support system (NSS) intended to help the user to analyze the economic underpinnings of the negotiation, and to construct an initial offer. We also present the results of a behavioral test of the system using techniques from the field of experimental economics. In the test, negotiators have private, asymmetric information about the value of the negotiated item. In one treatment both negotiators operate without an NSS, and in a second treatment the seller has an NSS. The data shows that the NSS assisted negotiators make offers that lead to better price outcomes for themselves. The NSS is web-based and the system might have particular relevance for e-negotiating.