This paper explores whether the decisions made by a negotiator during negotiations are consistent with her preferences. By considering the entire set of offers exchanged during a negotiation, the measures of consistency developed in this paper provide a compact representation of important...

In proposing a procedure for transforming qualitative data into quantitative results, we address the manifold requests for discovery-oriented research in the business disciplines. We present a systematic classification of combined qualitative-quantitative research designs and argue in favor of...

The purpose of this study is to gain insight into the question of whether the phenomenon of self-fulfilling prophecy present in face-to-face interactions can also be identified in electronic negotiation processes. In a 2x2 experiment with 116 subjects the authors found that beliefs about both...