Extrinsic or Intrinsic Motivation of E-Negotiation Experiments´ Participants

Motivation of the negotiation experiments participants affects their behavior and performance. We asked students participating in online experiments to assess the subjective importance of seven objectives associated with the negotiation. Based on the responses we identified three types of motivation. We also identified four participants´ profiles which differ in the assessment of the significance of the motivations. The implications of the relationship between profiles, motivation, and the process and its results is discussed.