Wpływ błędów przetwarzania informacji w systemach wspomagania negocjacji na porozumienie końcowe
The impact of information processing errors made in negotiation support systems on the negotiation agreement

Summary/Abstract: The paper presents the results of experiments on the perception of information and information pro-cessing during the pre-negotiation phase of bilateral online negotiations when they were asked to con-struct a scoring system that represents their preferences. The analysis is based on the dataset of negotia-tions conducted in the online negotiation system − Inspire. The results confirm that the negotiators used heuristics during analytical preparation tasks. The paper also discusses the impact of heuristics and information processing on the substantive outcomes of bilateral online negotiations. The errors made by the participants suggest that tools to support negotiators in their pre-negotiation tasks should be devel-oped so that the negotiators are immune to the heuristics or that their negative effects on are reduced.

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