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Title: The effect of level of negotiation support systems and cultural diversity on coalition formation: A content analysis
Authors: Guo, X. 
Lim, J. 
Wang, F.
Keywords: Coalition formation
Cultural diversity
Inter-team negotiation
Negotiation outcomes
Negotiation support systems
Issue Date: 2008
Citation: Guo, X.,Lim, J.,Wang, F. (2008). The effect of level of negotiation support systems and cultural diversity on coalition formation: A content analysis. Information Resources Management Journal 21 (4) : 84-99. ScholarBank@NUS Repository.
Abstract: 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. © 2008, IGI Global.
Source Title: Information Resources Management Journal
ISSN: 10401628
Appears in Collections:Staff Publications

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