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Related Experiment Video

Updated: May 29, 2026

Interactive and Visualized Online Experimentation System for Engineering Education and Research
08:35

Interactive and Visualized Online Experimentation System for Engineering Education and Research

Published on: November 24, 2021

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
PubMed
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.

Related Experiment Videos

Last Updated: May 29, 2026

Interactive and Visualized Online Experimentation System for Engineering Education and Research
08:35

Interactive and Visualized Online Experimentation System for Engineering Education and Research

Published on: November 24, 2021

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.