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Complexity in electronic negotiation support systems
Michele Griessmair1, Guido Strunk, Rudolf Vetschera
1Institut für Arbeitsrecht und Arbeitsbeziehungen in der Europäschen Gemeinschaft, Trier University, Germany. griessmair@iaaeg.de
Nonlinear Dynamics, Psychology, and Life Sciences
|September 22, 2011
Summary
Negotiating via email or using a decision support system (DSS) simplifies communication complexity. Reduced complexity in negotiation communication increases the likelihood of reaching a successful agreement.
Area of Science:
- Communication Studies
- Computational Social Science
- Decision Science
Background:
- The medium of communication significantly impacts negotiation processes and outcomes.
- Complexity theories provide frameworks for analyzing dynamic interactions and temporal sequences in negotiations.
- Understanding negotiation communication complexity is crucial for improving agreement rates.
Purpose of the Study:
- To compare the communication complexity of synchronous (IM) versus asynchronous (email) negotiations.
- To evaluate the impact of a decision support system (DSS) on negotiation communication complexity.
- To determine the relationship between communication complexity and the probability of reaching a negotiation agreement.
Main Methods:
- Analysis of 145 negotiation transcripts.
- Coding and quantitative analysis using Shannon entropy and grammar complexity metrics.
- Comparative analysis of communication modes (IM, email, DSS-supported).
Main Results:
- Asynchronous negotiation (email) significantly reduces communication complexity compared to synchronous (IM).
- Integrating a decision support system (DSS) also significantly reduces negotiation communication complexity.
- Lower communication complexity correlates with a higher probability of successful negotiation outcomes.
Conclusions:
- Asynchronous communication and decision support systems simplify negotiation dynamics.
- Reducing communication complexity is a viable strategy for enhancing negotiation effectiveness and agreement success.
- Complexity theory offers valuable insights into optimizing negotiation communication strategies.
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