R P Sundarraj

01-02-2021, Venkiteswaran, Sriram, Sundarraj, Rangaraja P.

The role of emotion, particularly anger, has been explored as a valence in management and negotiation literatures. Studies on the impact of the strength of such emotions, however, are just beginning to emerge, even though this has been identified in recent literature as an important topic for investigation. In this article, we fill this gap by investigating the behavior of angry negotiators under varying levels of anger. We conduct a multi-round distributive electronic negotiation, with both quantitative outcome and subjective value. We discuss the implications of our findings for electronic negotiation. Our work contributes to negotiation literature by extending our understanding of the impact of a less explored aspect of anger on electronic negotiations.

01-01-2021, Sundarraj, R. P.

Systems based on information and communication technologies have facilitated the support or automation (partial/complete) of many a task and process, including negotiation. Electronic negotiation systems (ENSs), whose genesis and evolution can be traced to software systems of the 1970s, have grown significantly since the advent of the Internet, in terms of both scope and numbers. Yet, given the complexity of negotiation, there is a need for incorporating behavioral elements into ENSs. This chapter, which concerns a two-party negotiation setting, outlines the behavioral negotiation literature and describes the evolution of ENSs, thus contextualizing the problem of incorporating behavior into negotiation systems. A framework is proposed in this chapter, and it entails a characterization of user preferences, and in turn, the resulting negotiation strategy. Relevant exemplars from the literature are used to illustrate how the tradeoff between the fidelity and tractability of such characterizations can determine the level of automation afforded by an ENS. Research opportunities arising from endowing ENSs with behavioral features are identified.