TY - JOUR
T1 - Towards an interdisciplinary perspective of training intervention for negotiations
T2 - Developing strategic negotiation support contents
AU - Park, Sungsoon
AU - Bolton, Gary E.
AU - Rothrock, Ling
AU - Brosig, Jeannette
N1 - Funding Information:
Gary Bolton is a Professor of Economics and Executive Programs Faculty Fellow at Penn State University. He is also the Director of the Laboratory of Economic Management and Auctions (LEMA). He received his Ph.D. from the Graduate School of Industrial Administration (now the Tepper School) at Carnegie Mellon University. His areas of expertise are decision making and design economics. Much of his recent work focuses on negotiation strategy and eliciting cooperative behavior. Projects include a decision-support system for negotiators and the design of eBay's Feedback 2.0 system. Dr. Bolton publishes widely in economics and business literatures, with recent articles appearing in the American Economic Review, Management Science, and Manufacturing and Service Operations Management. He has held visiting positions at the University of Cologne, Harvard Business School, Caltech, the Institute of Economic Analysis, Barcelona, and Chinese University of Hong Kong, among others. His research work is presently supported by the U.S. National Science Foundation.
PY - 2010/5
Y1 - 2010/5
N2 - 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.
AB - 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.
UR - https://www.scopus.com/pages/publications/77951096391
UR - https://www.scopus.com/pages/publications/77951096391#tab=citedBy
U2 - 10.1016/j.dss.2010.02.007
DO - 10.1016/j.dss.2010.02.007
M3 - Article
AN - SCOPUS:77951096391
SN - 0167-9236
VL - 49
SP - 213
EP - 221
JO - Decision Support Systems
JF - Decision Support Systems
IS - 2
ER -