Please use this identifier to cite or link to this item: http://scholarbank.nus.edu.sg/handle/10635/13426
Title: Effect of gender composition and negotiation support systems in dyadic setting: An empirical study
Authors: WANG ZHEN
Keywords: Negotiation support systems (NSS), negotiation strategy, gender composition
Issue Date: 24-Sep-2007
Source: WANG ZHEN (2007-09-24). Effect of gender composition and negotiation support systems in dyadic setting: An empirical study. ScholarBank@NUS Repository.
Abstract: Many empirical studies have shown that negotiation support systems (NSS) generally improve negotiation performance. While most research on NSS has focused on functional and structural issues, the investigation of negotiator characteristics is largely limited. Gender has been considered as one characteristic with great direct relevance in the context of negotiation. This paper empirically examined the interaction effect of gender composition and availability of NSS. To open the a??black boxa?? of negotiation process, we investigated the two dimensions of negotiation strategy: degree of cooperativeness and degree of assertiveness. The results of this study showed that NSS support did help negotiators to achieve higher degree of cooperativeness, which was a significantly positive predictor of joint outcome and contract balance. Degree of assertiveness was jointly influenced by gender composition and availability of NSS. Dyads with higher degrees of assertiveness achieved agreements with greater joint outcome. The differential effects of gender composition on these two strategic dimensions were observed. Implications of findings were discussed in detail.
URI: http://scholarbank.nus.edu.sg/handle/10635/13426
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