The impact of information and computer based training on negotiators' performance

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Abstract

This paper presents the results of an experiment on negotiation, designed to measure the impact of (1) computerized training and (2) information on negotiators' performance The paper is structured as follows. First, we review the literature on negotiation training. Second, we develop a conceptual framework to link various forms of Negotiation Support Systems to joint and individual negotiation performance. Third, we present the negotiation paradigm - a bilateral monopoly - and the computerized training system we used. Regarding training, our results show an asymmetric impact on individual performance levels and, unexpectedly, a negative impact on negotiators' joint performance. In contrast, more information improves both individual and joint performance. Finally, we discuss these results, and outline further research questions.

Original languageEnglish (US)
Pages (from-to)331-354
Number of pages24
JournalTheory and Decision
Volume28
Issue number3
DOIs
StatePublished - May 1 1990

All Science Journal Classification (ASJC) codes

  • Decision Sciences(all)
  • Developmental and Educational Psychology
  • Arts and Humanities (miscellaneous)
  • Applied Psychology
  • Social Sciences(all)
  • Economics, Econometrics and Finance(all)
  • Computer Science Applications

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