Use Patterns in Different Negotiation Media

Publication Type

Contribution to conference

Authors

Frank Köhne, Mareike Schoop, Dirk Staskiewicz,

Year of publication

2005

Published in

Group Decision and Negotiation 2005

Conference location

Vienna, Austria

Multi-attributive business negotiations are complex communication and decision-making tasks that call for an IT support. The Negoisst system is an integrated negotiation support system that applies the language-action perspective and semantic web techniques in order to improve the communicative quality of negotiation processes. This paper presents early evidence obtained from an inductive multi-method approach that compares use patterns from an experiment with the Negoisst system and a control group negotiating via electronic mail. Drawing on a comparative content analysis of messages, it is concluded that the communication support induces higher conversational coherence and leads to higher communicative satisfaction.