Improving negotiations with bar charts: The advantages of priority awareness
作者：
Highlights：
• People are seldom aware of their different priorities in a negotiation.
• Fostering priority awareness (PA) is one way to improve negotiation performance.
• Bar charts are generally known and tacitly convey PA without further instructions.
• Negotiators with PA achieve a higher joint outcome by the mean of 12%.
• No noticeable adverse effects of PA on fairness, satisfaction and duration.
摘要
•People are seldom aware of their different priorities in a negotiation.•Fostering priority awareness (PA) is one way to improve negotiation performance.•Bar charts are generally known and tacitly convey PA without further instructions.•Negotiators with PA achieve a higher joint outcome by the mean of 12%.•No noticeable adverse effects of PA on fairness, satisfaction and duration.
论文关键词：Awareness,Priorities,Computer-supported negotiation,Visualization,Graphical decision aid,Negotiation performance
论文评审过程：Received 14 September 2015, Revised 18 February 2016, Accepted 19 February 2016, Available online 1 March 2016, Version of Record 1 March 2016.
论文官网地址：https://doi.org/10.1016/j.chb.2016.02.079
