Visualization in e-Negotiations: An Inspire ENS Graph is Worth 334 Words, on Average

Electronic negotiations are supported by a number of technologies including e-mail, web-enabled decision support systems and e-negotiation systems (ENSs). The features of the ENS used by a negotiator can affect the negotiation outcome because of the type and scope of support provided and its presentation. ENSs usually interface with users via a natural language system and/or graphical display. This paper reports the results of the effect of the provision of graphical representation on reaching agreement in bilateral negotiation using the Inspire ENS system compared to negotiations conducted using the same system without graphical representation. No difference was observed in the proportion of dyads that reached agreement with graphical representation compared to the system without graphical support. For dyads that reached agreement, participants using the system without graphical support submitted a lower number of offers. The average message size per dyad was 334 words greater, on average, for successful negotiations without graphical support, although the number of messages exchanged by the negotiators was not significantly different. The incongruence between the information presentation format and the negotiation task is thought to require more extensive textual explanation of positional and offer rationalization to compensate for the lack of graphical support.