The team of the Information Systems and Systems Engineering (WISE) research group presented the full research paper entitled "Interactive Negotiation Canvas: An Experimental Approach to Enhance Negotiation Outcomes" at the 33rd European Conference on Information Systems (ECIS) 2025, which took place from June 12 to 18, 2025 in Amman, Jordan, under the guiding theme "Co-Creating Value for an Intelligent Future".

Due to the current regional circumstances, the presentation was given by Florian Weber in a hybrid online format. We would like to thank all participants for their great interest in the session - both on site and virtually - and for the stimulating discussions afterwards.

Track: Digital Collaboration and Decision Support
Title:Interactive Negotiation Canvas: An Experimental Approach to Enhance Negotiation Outcomes
Author:innen: Eva Zahn, Florian Weber and Matthias Söllner

Abstract:
Against the background of the increasing importance of negotiation skills in complex business contexts, this study presents an interactive negotiation canvas that enables less experienced negotiators in particular to prepare in a structured and efficient manner. The system was evaluated as part of an online experiment with 108 participants who negotiated with an LLM-based conversational agent following preparation - either with the developed canvas or a standard guide.

Key findings:
The results show that participants who used the interactive canvas achieved significantly better negotiation results and perceived a more balanced cognitive load. These findings illustrate that structured and interactive, AI-supported preparation tools can make a measurable contribution to improving negotiation outcomes.

The full article is available at the following link:
https://lnkd.in/ePWhafHR