Journal ArticleDOI
Multi-stage negotiation support: a conceptual framework
TLDR
A multi-stage model for bilateral negotiation support is presented, identifies generic types of DSS and communication tools necessary to support the requirements and strategic analyses and describes an actual system built based on this conceptualisation.Abstract:
This article presents a multi-stage model for bilateral negotiation support. It continues from the work of Lim and Benbasat [L.H. Lim, I. Benbasat, A theoretical perspective of negotiation support systems, Journal of Management Information Systems 19(3) (1992) 27-44], in which a two-dimensional approach to negotiation support is advocated. Based on that approach, the current work identifies generic types of DSS and communication tools necessary to support the requirements and strategic analyses. An actual system built based on this conceptualisation, is then described.read more
Citations
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Journal ArticleDOI
B2B Negotiation Support: the need for a communication perspective
TL;DR: The goal of this paper is to provide the basis for a formal analysis of different types of electronic negotiations which can help developers of future negotiation support systems.
Journal ArticleDOI
A conceptual framework on the adoption of negotiation support systems
TL;DR: Overall, subjective norm and perceived behavioral control emerged as strongest determinants of intention to adopt NSS.
Journal ArticleDOI
Training with automated agents improves people's behavior in negotiation and coordination tasks
TL;DR: The efficacy of using computer agents as tools for improving people's skills when interacting in strategic settings, saving considerable effort and providing better performance than when interacting with human counterparts is demonstrated.
Journal ArticleDOI
Business Negotiation Support: Theory and Practice
Aldo de Moor,Hans Weigand +1 more
TL;DR: In this paper, a business negotiation support metamodel for NSS analysis is presented, which is illustrated by analyzing the MeMo project, which concerns contract negotiations in small and medium enterprises in the European construction industry.
Journal ArticleDOI
The Role of Power Distance and Explanation Facility in Online Bargaining Utilizing Software Agents
TL;DR: Results showed power distance and explanation facility to have an interaction effect on task performance; as well, explanation facility exhibited main effects on trust and satisfaction.
References
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Human Problem Solving
TL;DR: The aim of the book is to advance the understanding of how humans think by putting forth a theory of human problem solving, along with a body of empirical evidence that permits assessment of the theory.