Please use this identifier to cite or link to this item:
https://scholarbank.nus.edu.sg/handle/10635/42434
DC Field | Value | |
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dc.title | The effect of level of negotiation support systems and cultural diversity on coalition formation: A content analysis | |
dc.contributor.author | Guo, X. | |
dc.contributor.author | Lim, J. | |
dc.contributor.author | Wang, F. | |
dc.date.accessioned | 2013-07-11T10:09:09Z | |
dc.date.available | 2013-07-11T10:09:09Z | |
dc.date.issued | 2008 | |
dc.identifier.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. | |
dc.identifier.issn | 10401628 | |
dc.identifier.uri | http://scholarbank.nus.edu.sg/handle/10635/42434 | |
dc.description.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. | |
dc.source | Scopus | |
dc.subject | Coalition formation | |
dc.subject | Cultural diversity | |
dc.subject | Inter-team negotiation | |
dc.subject | Negotiation outcomes | |
dc.subject | Negotiation support systems | |
dc.type | Article | |
dc.contributor.department | INFORMATION SYSTEMS | |
dc.description.sourcetitle | Information Resources Management Journal | |
dc.description.volume | 21 | |
dc.description.issue | 4 | |
dc.description.page | 84-99 | |
dc.identifier.isiut | NOT_IN_WOS | |
Appears in Collections: | Staff Publications |
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