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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
Copyright: © 2016 |Pages: 22
ISBN13: 9781466696242|ISBN10: 1466696249|EISBN13: 9781466696259
DOI: 10.4018/978-1-4666-9624-2.ch027
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MLA

Hippmann, Patrick. "A DSS User is a Happy Negotiator: The Impact of Decision Support on Emotional Behaviors in Text-Based Online Negotiations." Leadership and Personnel Management: Concepts, Methodologies, Tools, and Applications, edited by Information Resources Management Association, IGI Global, 2016, pp. 590-611. https://doi.org/10.4018/978-1-4666-9624-2.ch027

APA

Hippmann, P. (2016). A DSS User is a Happy Negotiator: The Impact of Decision Support on Emotional Behaviors in Text-Based Online Negotiations. In I. Management Association (Ed.), Leadership and Personnel Management: Concepts, Methodologies, Tools, and Applications (pp. 590-611). IGI Global. https://doi.org/10.4018/978-1-4666-9624-2.ch027

Chicago

Hippmann, Patrick. "A DSS User is a Happy Negotiator: The Impact of Decision Support on Emotional Behaviors in Text-Based Online Negotiations." In Leadership and Personnel Management: Concepts, Methodologies, Tools, and Applications, edited by Information Resources Management Association, 590-611. Hershey, PA: IGI Global, 2016. https://doi.org/10.4018/978-1-4666-9624-2.ch027

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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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