An empirical study of the efficacy of a computerized negotiation support system (NSS)

This paper presents the results of an empirical study to investigate the effects of a computerized NSS on the outcomes of face-to-face negotiations and on negotiator attitudes. In the study, pairs (dyads) of college students were involved in a simulated industrial bargaining scenario which tested th...

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Bibliographic Details
Published in:Decision Support Systems 1997-07, Vol.20 (3), p.185-197
Main Authors: Delaney, Michael M., Foroughi, Abbas, Perkins, William C.
Format: Article
Language:English
Subjects:
Applied sciences
Contract bargaining
Contract proposals
Decision support systems
Decision theory. Utility theory
Empirical study
Exact sciences and technology
Negotiation support systems
Negotiations
Operational research and scientific management
Operational research. Management science
Studies
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Summary:This paper presents the results of an empirical study to investigate the effects of a computerized NSS on the outcomes of face-to-face negotiations and on negotiator attitudes. In the study, pairs (dyads) of college students were involved in a simulated industrial bargaining scenario which tested the impact of computer support and conflict level on contract outcomes and negotiator attitudes. Three levels of computer support were compared: a comprehensive NSS (DSS component and an electronic communication component), DSS support only (no electronic communication component), and no computer support. The results showed that the DSS support was similar to the comprehensive NSS in improving the information processing aspects of the negotiation, such as joint outcomes, contract balance, and number of contract proposals. However, the comprehensive NSS had a wider spectrum of positive effects, impacting the socio-emotional aspects of the negotiation such as perceived satisfaction and negative climate as well as the information processing aspects.
ISSN:0167-9236
1873-5797
DOI:10.1016/S0167-9236(96)00051-6