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

Author: Jelassi, Tawfik ; Foroughi, AbbasINSEAD Area: Technology and Operations Management Series: Working Paper ; 91/29/TM Publisher: Fontainebleau : INSEAD, 1991.Language: EnglishDescription: 29 p.Type of document: INSEAD Working Paper Online Access: Click here Abstract: 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
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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

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