The way information is presented influences human decision making and is consequently highly relevant to electronically supported negotiations. The present study analyzes in a controlled laboratory experiment how information presentation in three alternative formats (table, history graph and dance graph) influences the negotiators' behavior and negotiation outcomes. The results show that graphical information presentation supports integrative behavior and the use of non-compensatory strategies. Furthermore, information about the opponents' preferences increases the quality of outcomes but decreases post-negotiation satisfaction of negotiators. The implications for system designers are discussed.

信息的呈现方式会影响人类的决策，因此与电子支持的谈判高度相关。本研究在受控实验室实验中分析了以三种替代格式（表格、历史图表和舞蹈图表）呈现的信息如何影响谈判者的行为和谈判结果。结果表明，图形信息呈现支持整合行为和非补偿策略的使用。此外，关于对手偏好的信息会提高结果的质量，但会降低谈判者的谈判后满意度。讨论了对系统设计者的影响。