Abstract
Electronic negotiations are supported by a number of technologies including e‐mail, web‐enabled decision support systems and e‐negotiation systems (ENSs). The features of the ENS used by a negotiator can affect the negotiation outcome because of the type and scope of support provided and its presentation. ENSs usually interface with users via a natural language system and/or graphical display. This paper reports the results of the effect of the provision of graphical representation on reaching agreement in bilateral negotiation using the Inspire ENS system compared to negotiations conducted using the same system without graphical representation. No difference was observed in the proportion of dyads that reached agreement with graphical representation compared to the system without graphical support. For dyads that reached agreement, participants using the system without graphical support submitted a lower number of offers. The average message size per dyad was 334 words greater, on average, for successful...
Published Version
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