A Study of Asymmetrical Decision Support in Computerized Negotiation Support Systems (NSS)
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This study examines an issue not considered to date by previous NSS studies―asymmetrical decision support in negotiating pairs. In this laboratory study, all buyer‐seller bargaining pairs communicate electronically but access to the custom‐built DSS is varied, with the goal of determining the impact of decision support asymmetry on decision outcomes and negotiator attitudes. The authors find that, especially in low conflict treatments, DSS support helps negotiators achieve higher joint outcomes even if only one participant has a DSS. The results also provide evidence for the argument that the DSS component in an NSS permits higher joint outcomes and more balanced contracts, while the electronic communication component impacts positively on negotiator attitudes.
Abstract
This study examines an issue not considered to date by previous NSS studies―asymmetrical decision support in negotiating pairs. In this laboratory study, all buyer‐seller bargaining pairs communicate electronically but access to the custom‐built DSS is varied, with the goal of determining the impact of decision support asymmetry on decision outcomes and negotiator attitudes. The authors find that, especially in low conflict treatments, DSS support helps negotiators achieve higher joint outcomes even if only one participant has a DSS. The results also provide evidence for the argument that the DSS component in an NSS permits higher joint outcomes and more balanced contracts, while the electronic communication component impacts positively on negotiator attitudes.
참고문헌 (26)
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