Does Trusting Behaviour Pay in Electronic Negotiations?
- Publikations-Art
- Kongressbeitrag
- Autoren
- Muhammed Kaya, Michael Körner, Annika Lenz, Philipp Melzer, Serkan Sepin, Andreas Schmid, Mareike Schoop, Per van der Wijst
- Erscheinungsjahr
- 2017
- Veröffentlicht in
- Proceedings of the 17th International Conference on Group Decision and Negotiation
- Tagungsname
- 17th International Conference on Group Decision and Negotiation
- Tagungsort
- 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.
Beteiligte Personen
- M.Sc. Muhammed-Fatih Kaya
- M.Sc. Annika Lenz
- Dr. Philipp Melzer
- M.Sc. Andreas Schmid
- Prof. Dr. Mareike Schoop
Beteiligte Einrichtungen
- Fg. Wirtschaftsinformatik I
- Fakultät Wirtschafts- und Sozialwissenschaften
- Institut für Interorganizational Management & Performance