Next Article in Journal
A Systematic Mapping Study of MMOG Backend Architectures
Previous Article in Journal
Network Anomaly Detection by Using a Time-Decay Closed Frequent Pattern
Open AccessArticle

Comparison of Unassisted and Smart Assisted Negotiation in B2B Relationships from the Perspective of Generation Y

1
Faculty of Informatics, Masaryk University, Botanicka 68a, 602 00 Brno, Czech Republic
2
Faculty of Informatics and Statistics, University of Economics, Prague, W. Churchill Sq. 4, 130 67 Prague 3, Czech Republic
*
Author to whom correspondence should be addressed.
Information 2019, 10(8), 263; https://doi.org/10.3390/info10080263
Received: 19 June 2019 / Revised: 6 August 2019 / Accepted: 15 August 2019 / Published: 20 August 2019
(This article belongs to the Section Information Applications)
The current trend in the European Union (EU) is to support the development of online dispute resolution (ODR) that saves financial and human resources. Therefore, research articles mainly deal with the design of new ODR solutions, without researching the social aspects of using different kinds of ODR solutions. For this reason, the main aim of the article is an empirical evaluation of two kinds of ODR solutions in business-to-business (B2B) relationships from the perspective of a selected social category. The article focuses on: (1) comparing unassisted and smart assisted negotiation while using the artificial intelligence approach; (2) the satisfaction and attitudes of Generation Y members from the Czech and Slovak Republic towards different ways of negotiating. The conclusions of this study can help researchers to design or improve existing ODR solutions, and companies to choose the most suitable managers from Generation Y for B2B negotiation. The results show that Generation Y members prefer computer-mediated communication as compared to face to face negotiation; the participants were more satisfied with the negotiation process when using smart assisted negotiation. Through a computer-mediated negotiation, even sellers with lower emotional stability can maintain an advantageous position. Similarly, buyers with lower agreeableness or higher extraversion can negotiate more favorable terms and offset their loss. View Full-Text
Keywords: artificial intelligence and law; computer-mediated communication; ICT; online dispute resolution; social informatics; out-of-court settlement artificial intelligence and law; computer-mediated communication; ICT; online dispute resolution; social informatics; out-of-court settlement
Show Figures

Figure 1

MDPI and ACS Style

Simkova, N.; Smutny, Z. Comparison of Unassisted and Smart Assisted Negotiation in B2B Relationships from the Perspective of Generation Y. Information 2019, 10, 263.

Show more citation formats Show less citations formats
Note that from the first issue of 2016, MDPI journals use article numbers instead of page numbers. See further details here.

Article Access Map by Country/Region

1
Back to TopTop