Shall we dance? - The effect of information presentations on negotiation processes and outcomes

► Tables, negotiation history and dance graph are compared in an experiment. ► Effects are measured on several negotiation process and outcome dimensions. ► The more information is provided, the tougher the negotiations will be. ► The more information is provided, the higher the outcome will be w.r.t. quality. ► Graphical info. presentation supports integrative and non-compensatory strategies.