Datum
2023-03-10Schlagwort
330 Wirtschaft ExperimentEntscheidungsunterstützungComputerunterstützte KommunikationKommunikationsverhaltenEffektivitätMetadata
Zur Langanzeige
Aufsatz
Countering Negotiation Power Asymmetries by Using the Adjusted Winner Algorithm
Zusammenfassung
One promise of computational decision support is enabling better solutions in interactions and social exchange by supporting human strengths (e.g. intuitive decision-making) with formal procedures. This study investigates whether mathematical post-negotiation procedures can guide parties to an efficient negotiation result and thus overcome the shortcomings of human-only approaches in the situation of power asymmetry. The results show that (a) an increase in power by means of a rise in issue authority for one of the two parties does not lead to an increase in humans’ negotiation efficiency, (b) the use of mathematical post-negotiation procedures eminently improves the overall results and (c) the powerful party is likely to benefit most from applying a neutral post-negotiation procedure. These differences highlight that power in commercial negotiations does not compensate for insufficient negotiation skills or efforts in the empowered party. On the contrary, unbalanced power decreases the likelihood of success. Despite the ability to prevail because of power, the post-negotiation procedure reveals options advantageous for both parties.
Zitierform
In: Operations Research Forum Volume 4 / Issue 1 (2023-03-10) eissn:2662-2556Förderhinweis
Gefördert im Rahmen des Projekts DEALZitieren
@article{doi:10.17170/kobra-202303277718,
author={Zulauf, Katrin and Wagner, Ralf},
title={Countering Negotiation Power Asymmetries by Using the Adjusted Winner Algorithm},
journal={Operations Research Forum},
year={2023}
}
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2023-03-27T14:05:42Z 2023-03-27T14:05:42Z 2023-03-10 doi:10.17170/kobra-202303277718 http://hdl.handle.net/123456789/14540 Gefördert im Rahmen des Projekts DEAL eng Namensnennung 4.0 International http://creativecommons.org/licenses/by/4.0/ Negotiation support Decision support Laboratory experiments Post-settlement Team effectiveness 330 Countering Negotiation Power Asymmetries by Using the Adjusted Winner Algorithm Aufsatz One promise of computational decision support is enabling better solutions in interactions and social exchange by supporting human strengths (e.g. intuitive decision-making) with formal procedures. This study investigates whether mathematical post-negotiation procedures can guide parties to an efficient negotiation result and thus overcome the shortcomings of human-only approaches in the situation of power asymmetry. The results show that (a) an increase in power by means of a rise in issue authority for one of the two parties does not lead to an increase in humans’ negotiation efficiency, (b) the use of mathematical post-negotiation procedures eminently improves the overall results and (c) the powerful party is likely to benefit most from applying a neutral post-negotiation procedure. These differences highlight that power in commercial negotiations does not compensate for insufficient negotiation skills or efforts in the empowered party. On the contrary, unbalanced power decreases the likelihood of success. Despite the ability to prevail because of power, the post-negotiation procedure reveals options advantageous for both parties. open access Zulauf, Katrin Wagner, Ralf 20 Seiten doi:10.1007/s43069-023-00206-7 Experiment Entscheidungsunterstützung Computerunterstützte Kommunikation Kommunikationsverhalten Effektivität publishedVersion eissn:2662-2556 Issue 1 Operations Research Forum Volume 4 false 19
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