Bidding support by the pocket negotiator improves negotiation outcomes

Name: Bidding support by the pocket negotiator improves negotiation outcomes
Author: Aydoğan, Reyhan, Jonker, C. M.

İsim	Bidding support by the pocket negotiator improves negotiation outcomes
Yazar	Aydoğan, Reyhan, Jonker, C. M.
Basım Tarihi:	2023
Basım Yeri	- Springer
Konu	Bidding support, Experimental performance evaluation, Negotiation support, User experience analysis
Tür	Belge
Dil	İngilizce
Dijital	Evet
Yazma	Hayır
Kütüphane:	Özyeğin Üniversitesi
Demirbaş Numarası	978-981990560-7
Kayıt Numarası	d1179a49-126d-493f-9f8b-276d82e107a4
Lokasyon	Computer Science
Tarih	2023
Notlar	H2020 ICT48 ; Italian Ministry for Universities and Research ; Schweizerischer Nationalfonds zur Förderung der Wissenschaftlichen Forschung ; Fonds National de la Recherche Luxembourg ; CHIST-ERA ; Ministerie van Onderwijs, Cultuur en Wetenschap ; Nederlandse Organisatie voor Wetenschappelijk Onderzoek ; TÜBİTAK
Örnek Metin	This paper presents the negotiation support mechanisms provided by the Pocket Negotiator (PN) and an elaborate empirical evaluation of the economic decision support (EDS) mechanisms during the bidding phase of negotiations as provided by the PN. Some of these support mechanisms are offered actively, some passively. With passive support we mean that the user only gets that support by clicking a button, whereas active support is provided without prompting. Our results show, that PN improves negotiation outcomes, counters cognitive depletion, and encourages exploration of potential outcomes. We found that the active mechanisms were used more effectively than the passive ones and, overall, the various mechanisms were not used optimally, which opens up new avenues for research. As expected, the participants with higher negotiation skills outperformed the other groups, but still they benefited from PN support. Our experimental results show that people with enough technical skills and with some basic negotiation knowledge will benefit most from PN support. Our results also show that the cognitive depletion effect is reduced by Pocket Negotiator support. The questionnaire taken after the experiment shows that overall the participants found Pocket Negotiator easy to interact with, that it made them negotiate more quickly and that it improves their outcome. Based on our findings, we recommend to 1) provide active support mechanisms (push) to nudge users to be more effective, and 2) provide support mechanisms that shield the user from mathematical complexities.
DOI	10.1007/978-981-99-0561-4_4
Cilt	1092 SCI

Kaynağa git Özyeğin Üniversitesi

Aramaya Dön

Özyeğin Üniversitesi

Kaynağa git

Bidding support by the pocket negotiator improves negotiation outcomes

Yazar Aydoğan, Reyhan, Jonker, C. M.

Basım Tarihi 2023

Basım Yeri - Springer

Konu Bidding support, Experimental performance evaluation, Negotiation support, User experience analysis

Tür Belge

Dil İngilizce

Dijital Evet

Yazma Hayır

Kütüphane Özyeğin Üniversitesi

Demirbaş Numarası 978-981990560-7

Kayıt Numarası d1179a49-126d-493f-9f8b-276d82e107a4

Lokasyon Computer Science

Tarih 2023

Notlar H2020 ICT48 ; Italian Ministry for Universities and Research ; Schweizerischer Nationalfonds zur Förderung der Wissenschaftlichen Forschung ; Fonds National de la Recherche Luxembourg ; CHIST-ERA ; Ministerie van Onderwijs, Cultuur en Wetenschap ; Nederlandse Organisatie voor Wetenschappelijk Onderzoek ; TÜBİTAK

Örnek Metin This paper presents the negotiation support mechanisms provided by the Pocket Negotiator (PN) and an elaborate empirical evaluation of the economic decision support (EDS) mechanisms during the bidding phase of negotiations as provided by the PN. Some of these support mechanisms are offered actively, some passively. With passive support we mean that the user only gets that support by clicking a button, whereas active support is provided without prompting. Our results show, that PN improves negotiation outcomes, counters cognitive depletion, and encourages exploration of potential outcomes. We found that the active mechanisms were used more effectively than the passive ones and, overall, the various mechanisms were not used optimally, which opens up new avenues for research. As expected, the participants with higher negotiation skills outperformed the other groups, but still they benefited from PN support. Our experimental results show that people with enough technical skills and with some basic negotiation knowledge will benefit most from PN support. Our results also show that the cognitive depletion effect is reduced by Pocket Negotiator support. The questionnaire taken after the experiment shows that overall the participants found Pocket Negotiator easy to interact with, that it made them negotiate more quickly and that it improves their outcome. Based on our findings, we recommend to 1) provide active support mechanisms (push) to nudge users to be more effective, and 2) provide support mechanisms that shield the user from mathematical complexities.

DOI 10.1007/978-981-99-0561-4_4

Cilt 1092 SCI