A theoretical perspective of negotiation support systems
Journal of Management Information Systems - Special issue: Collaboration technology, modeling, and end-user computing for the 1990s
Computer-supported negotiations: an experimental study of bargaining in electronic commerce
ICIS '00 Proceedings of the twenty first international conference on Information systems
Analytical mediation: an empirical examination of the effects of computer support for different levels of conflict in two-party negotiation
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This article is an attempt to investigate the role of negotiation support systems NSSs in supporting inter-team negotiations, which have become commonplace for today's business negotiations. Inter-team negotiations differ from simple dyadic negotiations, and are associated with enormous complexity introduced by the negotiating team dynamics. When there are three or more members in a negotiating team, coalition formation by team members stands out as an intriguing phenomenon, of which cultural diversity is a primary antecedent. NSSs through altering coalition formation dynamics have important impacts on various negotiation outcomes. An experiment was conducted to test our research model and hypotheses. A content analysis was undertaken to measure the extent of coalition formation. Besides the quantitative approach, a qualitative analysis was also conducted to further enhance our exploratory efforts in examining the phenomenon. The results provide initial evidence of the usefulness of NSSs in supporting inter-team negotiations and have both theoretical and practical implications.