The present study analyzes the impact of economic and behavioral decision support systems on the concession behavior in e-negotiations.
Therefore, we investigate whether theoretical concepts of decision support actually support the intended operational dimensions. To answer this research question, we analyze the data gathered by a student negotiation experiment, and employ an offer-process analysis to measure the quantity and quality of employed concessions. In this context, we observe the impact of the applied support systems on the negotiation process and on outcome dimensions of e-negotiations.
What is more, we conduct a specific phase analysis, where we compare concessions before, and after the use of the behavioral support tool.
The results of this study show that the sole use of economic decision support and the use of economic and behavioral support in combination, actually affect some aspects of the concession behavior during the negotiation process.
The study was conducted in the context of the "e-Nego-motion" project (supported by the FWF), which investigates the development of effective negotiation support systems. (Gettinger, et al. 2012a; Mitterhofer, et al. 2012)