Kersten, Gregory; Chen, Eva; Rios, Jesus; Strecker, Stefan:

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

In: Proceedings of the 43th Hawaii International Conference on System Sciences, HICSS-43, Koloa, Kauai, HI / Sprague, R. (Hrsg.)
Los Alamitos, CA: IEEE Computer Society Press (2010)
Buchaufsatz / Kapitel / Fach: Informatik; Wirtschaftswissenschaften
Decision support and the impartation of the principal‘s preferences to the agent may influence
the negotiation outcome. A multi‐attribute two‐party contract e‐negotiation was conducted in
a controlled laboratory environment. The results indicate that the effectiveness of analytical
support depends on the elicitation of the numerical preference values. When preference
information is transmitted in qualitative terms to the negotiation agents, analytical support
may be counterproductive.

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