Please use this identifier to cite or link to this item: https://doi.org/10.1080/014492900750000036
DC FieldValue
dc.titleAn experimental investigation of the impact of NSS and proximity on negotiation outcomes
dc.contributor.authorLim, J.
dc.date.accessioned2013-07-11T10:09:00Z
dc.date.available2013-07-11T10:09:00Z
dc.date.issued2000
dc.identifier.citationLim, 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
dc.identifier.issn0144929X
dc.identifier.urihttp://scholarbank.nus.edu.sg/handle/10635/42428
dc.description.abstractNegotiations 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.
dc.description.urihttp://libproxy1.nus.edu.sg/login?url=http://dx.doi.org/10.1080/014492900750000036
dc.sourceScopus
dc.typeArticle
dc.contributor.departmentINFORMATION SYSTEMS
dc.description.doi10.1080/014492900750000036
dc.description.sourcetitleBehaviour and Information Technology
dc.description.volume19
dc.description.issue5
dc.description.page329-338
dc.description.codenBEITD
dc.identifier.isiut000089903800002
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