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- W2016162307 endingPage "174" @default.
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- W2016162307 abstract "The way information is presented influences human decision making and is consequently highly relevant to electronically supported negotiations. The present study analyzes in a controlled laboratory experiment how information presentation in three alternative formats (table, history graph and dance graph) influences the negotiators' behavior and negotiation outcomes. The results show that graphical information presentation supports integrative behavior and the use of non-compensatory strategies. Furthermore, information about the opponents' preferences increases the quality of outcomes but decreases post-negotiation satisfaction of negotiators. The implications for system designers are discussed." @default.
- W2016162307 created "2016-06-24" @default.
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- W2016162307 creator A5046793961 @default.
- W2016162307 creator A5057463168 @default.
- W2016162307 date "2012-04-01" @default.
- W2016162307 modified "2023-10-05" @default.
- W2016162307 title "Shall we dance? — The effect of information presentations on negotiation processes and outcomes" @default.
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- W2016162307 doi "https://doi.org/10.1016/j.dss.2012.01.001" @default.
- W2016162307 hasPubMedCentralId "https://www.ncbi.nlm.nih.gov/pmc/articles/3587458" @default.
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