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

This paper presents the results of an experiment on negotiation, designed to measure the impact of (1) computerized training and (2) information on negotiators' performanceThe 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.