Author
Aydoğan, Reyhan, Jonker, C. M.
Publication Date
2023
Publication Place
-
Springer
Subject
Bidding support, Experimental performance evaluation, Negotiation support, User experience analysis
Type
Document
Language
English
Digital
Yes
Manuscript
No
Library
Özyeğin University
Library Asset ID
978-981990560-7
Record ID
d1179a49-126d-493f-9f8b-276d82e107a4
Library Location
Computer Science
Date
2023
Notes
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
Sample Text
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
