Does Trusting Behaviour Pay in Electronic Negotiations?
- Publication Type
- Contribution to conference
- Authors
- Muhammed Kaya, Michael Körner, Annika Lenz, Philipp Melzer, Serkan Sepin, Andreas Schmid, Mareike Schoop, Per van der Wijst
- Year of publication
- 2017
- Published in
- Proceedings of the 17th International Conference on Group Decision and Negotiation
- Conference name
- 17th International Conference on Group Decision and Negotiation
- Conference location
- Hohenheim
The question whether and how initial trust of the negotiators develops during negotiations leading to spill-over effects eventually influencing negotiation outcomes is important for negotiation research and practice. Therefore, we present initial results of a negotiation experiment involving students from 3 European universities showing effects of initial trust regarding ex post trust, outcome effectiveness, efficiency, and satisfaction of the negotiators. The trusting beliefs of the negotiator making the first offer exert a strong influence on the evolving negotiation.
Involved persons
- M.Sc. Muhammed-Fatih Kaya
- M.Sc. Annika Lenz
- Dr. Philipp Melzer
- M.Sc. Andreas Schmid
- Prof. Dr. Mareike Schoop
Involved institutions
- Information Systems I
- Faculty of Business, Economics and Social Sciences
- Institute of Interorganizational Management & Performance