Does Trusting Behaviour Pay in Electronic Negotiations?
| Publication Type | Contribution to conference |
| Authors | Muhammed Kaya, Michael Körner, Annika Lenz, Philipp Melzer, Serkan Sepin, Andreas Schmid, Mareike Schoop, Per van der Wijst |
| Year of publication | 2017 |
| Published in | Proceedings of the 17th International Conference on Group Decision and Negotiation |
| Conference name | 17th International Conference on Group Decision and Negotiation |
| Conference location | Hohenheim |
Abstract
The question whether and how initial trust of the negotiators develops during negotiations leading to spill-over effects eventually influencing negotiation outcomes is important for negotiation research and practice. Therefore, we present initial results of a negotiation experiment involving students from 3 European universities showing effects of initial trust regarding ex post trust, outcome effectiveness, efficiency, and satisfaction of the negotiators. The trusting beliefs of the negotiator making the first offer exert a strong influence on the evolving negotiation.
Involved persons
- M.Sc. Muhammed-Fatih Kaya
- M.Sc. Annika Lenz
- Dr. Philipp Melzer
- M.Sc. Andreas Schmid
- Prof. Dr. Mareike Schoop
Involved institutions
- Information Systems I
- Faculty of Business, Economics and Social Sciences
- Institute of Interorganizational Management & Performance