Integration of Behavioral and Analytic Decision Support in Electronic Negotiations

This paper presents the e-Nego-motion research project which attempts to enhance understanding of effects of and interaction between behavioral and analytic decision support in e-negotiations. Systems providing both kinds of decision support were used in a laboratory experiment. Analyses show that behavioral decision support is requested most often for issues where experienced conflict is high. When consulted early in the negotiation phase, the diagnosis, analysis and advice functions of behavioral support increase the efficiency of agreements. This effect is even stronger if analytic decision support is available to subjects. Additionally, communication patterns influence the quality of negotiations independent of decision support. The more formal offers and counteroffers are exchanged, the higher is the efficiency of outcomes measured by joint utility. Overall, there are no significant differences in the number and quality of agreements between support approaches. Nevertheless, the satisfaction of subjects with process and outcomes reflects the strengths of the support approaches: Subjects with behavioral support are most satisfied with outcomes while subjects with decision support are most satisfied with the negotiation process.