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Title: Negotiator satisfaction in NSS-facilitated negotiation
Authors: Wang, Z. 
Lim, J. 
Guo, X. 
Keywords: Disconfirmation theory
Equity theory
Expectancy-value model
Negotiator satisfaction
Issue Date: 2010
Citation: Wang, Z., Lim, J., Guo, X. (2010). Negotiator satisfaction in NSS-facilitated negotiation. Group Decision and Negotiation 19 (3) : 279-300. ScholarBank@NUS Repository.
Abstract: Negotiator satisfaction plays an important role in the adoption and diffusion of Negotiation Support Systems (NSS). There is little knowledge about what factors shape the negotiator satisfaction in the NSS context. In this study, we investigated this factor from the perspectives of negotiator and end-user of NSS. We proposed a research model of negotiator satisfaction by incorporating negotiation outcomes and negotiator perception of the system and negotiation process. The empirical findings with 116 data points indicated that objective confirmation, perceived fairness, perceived control and perceived collaborative atmosphere significantly influence negotiator satisfaction. The implications of this study are discussed. © 2009 Springer Science+Business Media B.V.
Source Title: Group Decision and Negotiation
ISSN: 09262644
DOI: 10.1007/s10726-009-9181-y
Appears in Collections:Staff Publications

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