Successful Contributions to the GDN 2013
26 June 2013
The Chair of Information Systems 1 has successfully contributed to the GDN 2013 in Stockholm. Marc Fernandes M.Sc., Dr. Johannes Gettinger, Michael Körner M. Sc. and Philipp Melzer B. Sc. have represented our chair at the conference. The GDN is one of the biggest and most important international conferences about Group Decisions and Negotiations. Our work has been presented in three different sessions at the conference:
Text Mining and Electronic Negotiations - Methodological Issues and Challenges (Michael Körner und Mareike Schoop; Session: e-Negotiation)
Agenda Negotiations in an Electronic Negotiation Support System (Marc Fernandes, Philipp Melzer, Johannes Gettinger, Mareike Schoop, Per van der Wijst; Session: e-Negotiation)
Added value of professional mediation in electronic conflict resolution processes (Johannes Gettinger, Alexander Dannenmann, Mareike Schoop; Session: Conflict resolution)
Negotiation by Veto (Michael Filzmoser & Johannes Gettinger; Session: Society and behavior)
Besides these presentations, we could create many new contacts to other researchers and foster our already existing ties. Therefore, the conference was very successful for our department and we are looking forward to the next GDN 2014!
Publications of the conference: GDN 2013
Thesis investigating agenda negotiations
03 October 2012
Negoisst, the electronic negotiation support system of our department now supports the early phases of a negotiation. As one of the first negotiation support systems Negoisst provides a specific negotiation protocol for agenda negotiations, which was developed and implemented in the Master Thesis of Philipp Melzer B. Sc., supervised by Dipl. Inf. Marc Fernandes. Agenda negotiations facilitate the definition and structuring of issues in a negotiation. This concept of agenda negotiations has been evaluated in an explorative way. The thesis resulted in the development of interesting hypothesis that are the basis for future research in this area.
Literature: Balakrishnan, P.V., Patton, C., Lewis, P.A., 1993. Toward a Theory of Agenda Set-ting in Negotiations. Journal of Consumer Research, 19 (4), 637–654. Pendergast, W.R., 1990. Managing the negotiation agenda. Negotiation Journal, 6 (2), 135–145. Weigand, H., Schoop, M., Moor, A.d., Dignum, F., 2003. B2B Negotiation Support: The Need for a Communication Perspective. Group Decision and Negotiation, 12 (1), 3–29.
Further Information: Philipp Melzer, Marc Fernandes
Upcoming Conference - Group Decision and Negotiation
24 September 2012
The 13th Meeting of the Conference 'Group Decision and Negotiation' will take place in Stockholm, Sweden June 17-21, 2013. The call for papers just started and the Department of Organizational Communication is ready to submit its current research!
Furhter Information: http://gdn2013.blogs.dsv.su.se/call-for-papers/
Thesis investigating the relevance of an e-mediation component
05 July 2012
Sven Sterbling and Ruven Schneider will present their final results of their Bachelor thesis (“The Economic Relevance of an e-Mediation Component in the Context of Electronic Negotiation Systems”). They conducted an experiment with 40 dutch students in Tillburg to evaluate their new Negoisst component.
New Journal Publication
26 June 2012
The article 'Self-fulfilling Prophecies in e-Negotiations - Myth or Reality' by the authors A. Graf, E. Pesendorfer, S. Koeszegi & J. Gettinger is published in the 'International Journal of Decision Support Systems Technology'.
The paper investigates whteher the effect of self-fulfilling prophecies can actually be observed in electronically supported negotiations and presents some thrilling results!
Publication: http://www.igi-global.com/article/self-fulfilling-prophecy-negotiations/69514
Information: http://www.igi-global.com/journal/international-journal-decision-support-system/1120
Further Information: Dr. Johannes Gettinger
International Conference on Group Decision and Negotiation 2012 in Recife (Brazil)
28 May 2012
The 12th international annual meeting of the Group Decision and Negotiation conference, GDN2012, took place in Recife, Brazil, from May 20 to 24, 2012. Alexander Dannenmann and Dr. Johannes Gettinger took part at the conference. They presented the recent reserach results of the department and had many fruitful discussions with their colleagues about future projects.
Further information: http://www.cdsid.org.br/gdn2012/index.php
New Journal Publication
05 March 2012
The paper 'Shall we dance - The effect of information presentation on negotiation processes and outcomes' by the authors J. Gettinger, S. Koeszgi, and M. Schoop is published in the high-quality journal 'Decision Support Systems'.
Paper: http://www.sciencedirect.com/science/article/pii/S0167923612000024
The Journal: www.journals.elsevier.com/decision-support-systems/
First-time interactive training of negotiators
01 December 2010
In a Bachelor’s Thesis by Philipp Melzer B.Sc and Andreas Buescher B.Sc., supervised by Dr. Andreas Reiser and Dipl. oec. Alexander Dannenmann, a new component for the Negoisst system has been developed and implemented that facilitates interactive training of negotiators for the first time. The Tactical Negotiation Trainer (TNT) enables a negotiation with an autonomous, artificial negotiation partner. The TNT uses a Tit-for-Tat negotiation strategy and is able to write context-based text messages using predefined sentence templates. During this kind of training negotiation the human negotiator is supported by a guidance component, which provides possible offers and evaluates the current state of the negotiation.
International Conference on Information Systems 2011
08 December 2011
Alexander Dannenmann attended the Doctoral Consortium on the ICIS 2011 in Shanghai.
Further Information: http://icis2011.aisnet.org/
Research objectives
26 May 2008
The main objective of our research project, funded by the German Research Foundation (DFG), is to provide reliable empirical and formal basics for the electronic support of participants in e-commerce negotiations.
Within the project, we describe and compare the three predominant negotiation models (negotiation support, online auctions, and negotiation agents). Further, we aim at developing a decision guidance which proposes the suitable negotiation model(s) for a given business context.
Selective systems, which implement the aforementioned models, are being integrated in a modular way in order to directly facilitate negotiations consistent with the generated model recommendations.
For testing the approach, we develop a prototype and evaluate it in cooperation with industry partners in regional networks of small and medium-sized companies.
The Negoisst system
26 May 2008
Within the scope of the e-Negotiations project, we apply and continuously enhance the research prototype Negoisst in experiments, in order to provide optimal support for negotiators in complex, multi-attributive, bilateral negotiations. Our main objective is not to automate negotiation tasks but to optimise them with regard to different qualitative and quantitative goals like traceability, unambiguousness, comprehensibility or mutual utility.
Which protocol is the right one to use?
26 May 2008
Electronic (procurement) auctions are, to a large extend, a well-established technology.
Negoisst provides an open, bilateral negotiation protocol, but also implements a multi-attributive auction protocol.
In which situations should the different protocols be used? Which aspects of a business relationship have to be taken into account? These questions are complex and are discussed controversely in academia and practice.
Negoisst therefore provides an intelligent software tool which compiles the status quo knowledge and thus enables a mature and rational decision.
Publications with reference to the project
26 May 2008
The project has led to different publications in journals and conference proceedings.
Student research with reference to the project
Within the scope of the projects, different theses (by diploma, bachelor, and master students) have been accomplished. As long as the authors have agreed, their work is listed in the following table.
Further students who are interested in writing a theses in the area of (electronic) negotiations are welcome!
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