Document Type

Article

Language

eng

Format of Original

14 p.

Publication Date

2014

Publisher

Taylor & Francis

Source Publication

Journal of Organizational Computing and Electronic Commerce

Source ISSN

1091-9392

Original Item ID

doi: 10.1080/10919392.2014.956597

Abstract

Negotiations research has identified both economic and social-psychological outcomes are important for negotiations. Despite the economic advantages of having multiple issues to negotiate, inconsistencies exist between objective economic outcomes and negotiator satisfaction. Although having more negotiable issues yields better objective payoffs, it can result in more thoughts about different possible outcomes. Such counterfactual thoughts about different outcomes can reduce overall satisfaction due to increased cognitive complexity and thoughts about different outcomes. In this study, we explore how information technology can influence negotiator satisfaction and better manage counterfactual thoughts and post-negotiation satisfaction. Results support the prediction that having a computer aid to better manage cognitively complex issues, even a relatively simple one, reduces participants’ counterfactual thoughts about better possible outcomes. As a result, the use of some type of technology—even a simple technology such as a spreadsheet—may improve overall negotiator satisfaction, while maintaining desirable economic outcomes.

Comments

Accepted version. Journal of Organizational Computing and Electronic Commerce, Vol. 24, No. 4 (2014): 297-311. DOI. © Taylor & Francis, 2014. Used with permission.

Included in

Business Commons

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