Psychological issues of human-computer interaction in the work place
A theoretical perspective of negotiation support systems
Journal of Management Information Systems - Special issue: Collaboration technology, modeling, and end-user computing for the 1990s
An empirical study of the efficacy of a computerized negotiation support system (NSS)
Decision Support Systems
Bayesian learning in negotiation
International Journal of Human-Computer Studies - Evolution and learning in multiagent systems
Communications of the ACM
Computer-supported negotiations: an experimental study of bargaining in electronic commerce
ICIS '00 Proceedings of the twenty first international conference on Information systems
Computational Model for Online Agent Negotiation
HICSS '02 Proceedings of the 35th Annual Hawaii International Conference on System Sciences (HICSS'02)-Volume 1 - Volume 1
Negotiation Tactics for Autonomous Agents
DEXA '01 Proceedings of the 12th International Workshop on Database and Expert Systems Applications
Analytical mediation: an empirical examination of the effects of computer support for different levels of conflict in two-party negotiation
International Journal of Human-Computer Studies
A machine-learning approach to automated negotiation and prospects for electronic commerce
Journal of Management Information Systems - Special issue: Information technology and its organizational impact
Multi-Issue Automated Negotiations Using Agents
INFORMS Journal on Computing
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This paper attempts to understand the effects of agent-based negotiation mechanisms through human's psychological perspective. We argue that the impact of automated negotiation, despite its efficacy and effectiveness, may result in a shift of negotiators' beliefs on their control over the choice of negotiation tactics and decision making process; such loss of control in turn causes an increase of user anxiety towards the system. In addition, individual differences, such as negotiators' decision-making style patterns are posited to moderate the relationship of system types and users' perceptions. The study involves an experiment employing randomized block design. Findings suggest significant impact of types of negotiation support systems on perceived control, as well as a negative relationship between perceived control and system anxiety. However, the moderating effect of decision-making style patterns is not evident in our data. Discussions and implications are drawn.