Browsing by Author Katrin, Zulauf
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One promise of computational decision support is enabling better solutions in interactions and social exchange by supporting human strengths (e.g. intuitive decision-making) with formal procedures. This study investigates whether mathematical post-negotiation procedures can guide parties to an efficient negotiation result and thus overcome the shortcomings of human-only approaches in the situation of power asymmetry. The results show that (a) an increase in power by means of a rise in issue authority for one of the two parties does not lead to an increase in humans’ negotiation efficiency, (b) the use of mathematical post-negotiation procedures eminently improves the overall results a... |
