Please use this identifier to cite or link to this item:
|Title:||An experimental investigation of the impact of NSS and proximity on negotiation outcomes|
|Source:||Lim, J. (2000). An experimental investigation of the impact of NSS and proximity on negotiation outcomes. Behaviour and Information Technology 19 (5) : 329-338. ScholarBank@NUS Repository. https://doi.org/10.1080/014492900750000036|
|Abstract:||Negotiations are often not as rational as desired due to the cognitive difficulty of finding optimal agreements. With higher information-processing capacity and capability, negotiation support systems (NSS) are viewed as a viable solution to overcome this difficulty and help negotiators achieve integrative agreements. In addition, advances in network communication technology have enabled distributed meetings to be carried out easily. This in turn leads to the notion of conducting distributed negotiations by combining NSS and distributed communication technology. This study examined the impact of NSS in face-to-face and distributed settings. The results suggested that NSS led to higher and fairer outcomes for both face-to-face and distributed dyads. Another interesting finding from this study is that there were gains with respect to initial expectations of outcomes when NSS support was provided. As corporations expand globally, NSS will play a significant role in coordinating distributed negotiations, saving time and cost.|
|Source Title:||Behaviour and Information Technology|
|Appears in Collections:||Staff Publications|
Show full item record
Files in This Item:
There are no files associated with this item.
checked on Feb 15, 2018
WEB OF SCIENCETM
checked on Feb 5, 2018
checked on Feb 20, 2018
Items in DSpace are protected by copyright, with all rights reserved, unless otherwise indicated.