Negotiation activities have often been referred to as a game. For example, negotiators dance around each other, play with different strategies, follow rules and protocols, decide on particular moves from a set of alternatives, and try to achieve the ultimate goal of agreement. This paper presents the results of an explorative literature study examining the inherent game characteristics of electronic negotiations. To consider the context of information system explicitly, we analyse e-negotiations conducted in negotiation support systems. Our results reveal among others a strong social interaction element, various levels of difficulties and challenges, different activity choices that may lead to the same goal and continual feedback during these activities. With respect to current IS trends such as serious games and gamification, these identified game characteristics may serve as a basis for a gamified negotiation support system.
Schmid, Andreas and Schoop, Mareike, "Inherent Game Characteristics of Electronic Negotiations" (2018). UK Academy for Information Systems Conference Proceedings 2018. 22.