Effect of gender composition and negotiation support systems in dyadic setting

Abstract

Many empirical studies of negotiation support systems (NSS) have shown that NSS generally improve negotiation performance. While most research on NSS has focused on the functional and structural issues, the investigation of negotiator characteristics is largely limited. Gender has been considered as one with greater direct relevance in the context of negotiation. This paper examines the interaction effect of the NSS technology and gender composition. To address the black box involved in the negotiation process, we take negotiation strategy into account as a mediating construct. A research model with hypotheses is presented. Aspects pertaining to future study are discussed. © 2007 IEEE.