Visualization in e‐Negotiations: An Inspire ENS Graph is Worth 334 Words, on Average

Abstract

A b s t r a c t Electronic negotiations are supported by a number of technologies including e-mail, web-enabled decision support systems and enegotiation systems (ENSs). The features of the ENS used by a negotiator can affect the negotiation outcome because of the type and scope of support provided and its presentation. ENSs usually interface with users via a natural language system and/or graphical display. This paper reports the results of the effect of the provision of graphical representation on reaching agreement in bilateral negotiation using the Inspire ENS system compared to negotiations conducted using the same system without graphical representation. No difference was observed in the proportion of dyads that reached agreement with graphical representation compared to the system without graphical support. For dyads that reached agreement, participants using the system without graphical support submitted a lower number of offers. The average message size per dyad was 334 words greater, on average, for successful negotiations without graphical support, although the number of messages exchanged by the negotiators was not significantly different. The incongruence between the information presentation format and the negotiation task is thought to require more extensive textual explanation of positional and offer rationalization to compensate for the lack of graphical support.

Emotion in Group Decision and Negotiation

“…As the relationship between the level of information processing and the environmental complexity has the shape of an inverted "U" (Schroeder et al 1967), negotiators face the problem of information overload in particularly complex conflict situations. A graphical presentation of the negotiation history gives an overview of the progress of the negotiation in terms of exchanged offers and reflects the dynamics of the supported negotiation (Weber et al 2006). While the functionalities of systems providing analytic decision support are still expanding, some eNS nowadays provide analytic decision support throughout the entire negotiation process (Kersten and Lai 2010).…”

A Study on Preference Impartation and Decision Support in E-Negotiation

“…In this study the analytical support is limited to preference elicitation, utility construction, and calculation of the utility value for every offer exchanged. The communication support is limited to the exchange of structured offers, free-text messages, and maintenance of the negotiation transcript and graph showing the offer exchange process [14].…”

Negotiation Support and E-negotiation Systems: An Overview

“…They also observe that the addition of video to text and audio communication in a negotiation environment was not found to be beneficial. Weber et al (2006) conducted experiments using two versions of the Inspire system: with and without graphical support. No difference was observed in the proportion of dyads that reached agreement with graphical representation compared to the system without graphical support.…”