Showing papers by "Gregory E. Kersten published in 2018"

Representative Decision-Making and the Propensity to Use Round and Sharp Numbers in Preference Specification

Abstract: This paper analyzes the agents’ predisposition to produce round numbers during preference elicitation of the pre-negotiation phase. The agents negotiate on behalf of their principals and are asked to use information presented in terms of bar graphs and text to provide their principals’ preferences numerically. In doing that, they tend to use round numbers more often than sharp numbers. Also, more agents use round numbers than sharp numbers, however, the majority of agents use a mix of numbers. The results show that the increased use of round numbers results in greater inaccuracy; the most accurate are agents who use a mix or round and sharp numbers.

Some Methodological Considerations for the Organization and Analysis of Inter- and Intra-cultural Negotiation Experiments

Abstract: In this paper we analyze some problems related to the design and analysis of the inter- and intra-cultural online negotiation experiments in which university students participate. We discuss factors that may impact the negotiation performance. Apart from national culture, which is an evident factor the impact of which is traditionally measured in cross-country negotiations, we discuss also the potential influences of university or students’ individual or group culture. When analyzing the negotiation performance, we focus not only on the bargaining process, but also on the pre-negotiation preparation. The paper provides a statistical analysis of the negotiation experiments organized in Inspire, which – unfortunately – were not designed to study all the issues raised in the paper, yet allow us to capture some of the ideas and notions discussed.

Impact of Negotiators’ Predispositions on Their Efforts and Outcomes in Bilateral Online Negotiations

Abstract: This study uses the Thomas-Kilmann Instrument (TKI) to analyze the negotiators’ predispositions in handling conflicts in online negotiations. It explores the impacts of the individual predispositions on the negotiation processes and outcomes. The results show that TKI scores are significantly related to both the efforts that the negotiators put in their negotiation activities and the achieved agreements. The results also show that the various compositions of individual predispositions in dyadic negotiations can lead to different results.