Use Patterns in Different Negotiation Media

Publikations-Art

Kongressbeitrag

Autoren

Frank Köhne, Mareike Schoop, Dirk Staskiewicz,

Erscheinungsjahr

2005

Veröffentlicht in

Group Decision and Negotiation 2005

Tagungsort

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.