A DSS User is a Happy Negotiator: The Impact of Decision Support on Emotional Behaviors in Text-Based Online Negotiations

A DSS User is a Happy Negotiator: The Impact of Decision Support on Emotional Behaviors in Text-Based Online Negotiations

Patrick Hippmann (Faculty of Business, Economics and Statistics, University of Vienna, Vienna, Austria)
Copyright: © 2014 |Pages: 20
DOI: 10.4018/ijdsst.2014040101
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Abstract

The present work states that the analysis and design of decision support systems should consider their impacts on the emotional behaviors of negotiators. This paper provides a brief literature review with respect to this issue, and an outline of a research framework, which explains how to assess and analyze the dynamics of emotional behaviors in text-based negotiations. Subsequently, it provides some results, which show that a decision support system does not mitigate but intensifies emotional behaviors, toward the end of successful as well as failed text-based online negotiations. It is concluded that the research and design of decision support systems should focus more on the impact such systems have on the emotional behaviors of the supported negotiators.
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2. Theoretical Background

The present work is focused on the potential impacts of a Decision Support System (DSS) on emotional behaviors in text-based based online negotiations. Strictly speaking, we are dealing with a Negotiation Support System (NSS), which consists of a DSS component provided to each negotiator and an electronic communication component that allows the negotiators to communicate with each other (Lim & Benbasat, 1992-93). If such a NSS is deployed online and used via the Internet it is sometimes also referred to as an Electronic Negotiation System (ENS; Vahidov et al., 2013).

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