Resource title

An empirical study of an interactive, session-oriented computerised negotiation support system

Resource image

image for OpenScout resource :: An empirical study of an interactive, session-oriented computerised negotiation support system

Resource description

The implementation of computerised Negotiation Support Systems (NSS) in the business world, international affairs, labour law and in environmental and safety disputes has demonstrated their potential for making negotiation problems more manageable and comprehensible. This paper describes empirical research into the effects of a highly structured, interactive NSS, on the outcome of face-to-face issues resolution and the attitudes of negotiators. In a laboratory experiment, bargaining dyads played the role of manufacturers negotiating a four-issue, three-year purchase agreement for an engine subcomponent in conditions of high and low conflict of interest

Resource author

Resource publisher

Resource publish date

Resource language

en

Resource content type

application/pdf

Resource resource URL

http://flora.insead.edu/fichiersti_wp/Inseadwp1991/91-29.pdf

Resource license

Copyright INSEAD. All rights reserved