An experimental investigation of the impact of NSS and proximity on negotiation outcomes

Behaviour and Information Technology

Volumn 19, Issue 5, 2000, Pages 329-338

  Lim, John ^a  

^a NATIONAL UNIVERSITY OF SINGAPORE   (Singapore)

Author keywords

[No Author keywords available]

Indexed keywords

DATA REDUCTION; DECISION MAKING; DISTRIBUTED COMPUTER SYSTEMS; TELECOMMUNICATION NETWORKS;

NEGOTIATION SUPPORT SYSTEMS (NSS);

DECISION SUPPORT SYSTEMS;

EID: 0034286552     PISSN: 0144929X     EISSN: None     Source Type: Journal    
DOI: 10.1080/014492900750000036     Document Type: Article

References (60)

1. Adrianson, L. and Hjelmquist, E. 1999, Group processes in solving two problems: face-to-face and computer-mediated communication. Behaviour & Information Technology, 18, 179-198.
2. Anson, R. and Jelassi, M.T. 1990, A development framework for computer-supported conflict resolution. European Journal of Operational Research, 46, 181-199.
3. Bartunek, J.M., Benton, A.A. and Keyes, C.B. 1975, Third party intervention and the bargaining behavior of group representatives. Journal of Conflict Resolution, 19, 532-557.
4. Bazerman, M.H. and Neale, M.A. 1983, Heuristics in negotiation: limitations to dispute resolution effectiveness. In M.H. Bazerman and R.J. Lewicki (eds) Negotiation in Organizations (Beverly Hills, CA: Sage), 51-67.
5. Bazerman, M.H. Magliozzi, T. and Neale, M.A. 1985, Integrative bargaining in a competitive market. Organizational Behavior and Human Decision Processes, 35, 294-313.
6. Bui, T. and Shakun, M.F. 1996, Negotiation support systems minitrack. Proceedings of the 29th Annual Hawaii International Conference on System Sciences, Vol. 4, January, Hawaii, 198.
7. Bui, T., Jelassi, M.T. and Shakun, M.F. 1992, Negotiation support systems. Proceedings of the 25th Annual Hawaii International Conference on System Sciences, Vol. 4, January, Hawaii, 152.
8. Bui, T., Kersten, G. and Ma, P.C. 1996, Supporting negotiation with scenario management. Proceedings of the 29th Annual Hawaii International Conference on System Sciences, Vol. 4, January, Hawaii, 209-218.
9. Chidambaram, L. and Jones, B. 1993, Impact of communication medium and computer support on group perceptions and performance: a comparison of face-to-face and dispersed meetings. MIS Quarterly, 17, 465-491.
10. Daft, R.L. and Lengel, R.H. 1986, Organizational information requirements, media richness and structural design. Management Science, 32, 554-571.
11. Desanctis, G. and Gallupe, R.B. 1987, A foundation for the study of group decision support systems. Management Science, 33, 589-609.
12. Dimatteo, M.R., Friedman, H.S. and Taranta, A. 1979, Sensitivity to bodily nonverbal communication as a factor in practitioner-patient rapport. Journal of Nonverbal Behaviour, 4 18-30.
13. Erickson, B., Holmes, J., Frey, R., Walker, L. and Thibaut, J. 1974, Functions of a third party in the resolution of conflict: the role of a judge in pretrial conferences. Journal of Personality and Social Psychology, 30, 293-306.
14. Festinger, L., Pepitone, A. and Newcomb, T. 1952, Some consequences of deindividuation in a group. Journal of Abnormal and Social Psychology, 47, 382-389.
15. Fisher, R. and Ury, W. 1981, Getting to yes: negotiating agreements without giving in (Boston: Houghton-Mifflin).
16. Foroughi, A. and Jelassi, M.T. 1990, NSS solutions to major negotiation stumbling blocks. Proceedings of the 23rd Annual Hawaii International Conference on System Sciences, Vol. 4, January, Hawaii, 2-11.
17. Foroughi, A., Perkins, W.C. and Jelassi, M.T. 1995, An empirical study of an interactive, session-oriented computerized negotiation support system. Group Decision and Negotiation, 4, 485-512.
18. Gallupe, R.B. and McKeen, J.D. 1990, Enhancing computer-mediated communication: an experimental investigation into the use of a group decision support system for face-to-face versus remote meetings. Information & Management, 18, 1-13.
19. Hiltz, S.R. and Turoff, M. 1978, The network nation: Human communication via computer (Reading, MA: Addison-Wesley).
20. Jarke, M. and Jelassi, M.T. 1986, View integration in negotiation support systems. Transactions of the Sixth International Conference on Decision Support Systems, Washington, D.C., 314-334.
21. Jelassi, M.T. and Foroughi, A. 1989, Negotiation support systems: an overview of design issues and existing software. Decision Support Systems, 5, 167-181.
22. Jessup, L.M. and Tansik, D.A. 1991, Decision making in an automated environment: the effects of anonymity and proximity with a group decision support system. Decision Sciences, 22 266-279.
23. Jarke, M., Jelassi, M.T. and Shakun, M.F. 1987, MEDIATOR: towards a negotiation support system. European Journal of Operational Research, 31, 314-334.
24. Jones, B.H. 1988, Analytical mediation: an empirical examination of the effects of computer support for different levels of conflict in two-party negotiation. Ph.D. dissertation, Indiana University.
25. Keeney, R. and Raiffa, H. 1991, Structuring and analyzing values for multiple-issue negotiations. In H.P. Young (ed.) Negotiation Analysis (Ann Arbor: University of Michigan Press), 131-151.
26. Kersten, G.E. 1985, NEGO-Group decision support system. Information & Management, 8, 227-246.
27. Kersten, G.E. and Szapiro, T. 1986, Generalized approach to modeling negotiations. European Journal of Operational Research, 26, 142-149.
28. Kersten, G.E. and Szpakowicz, S. 1994, Negotiation in distributed artificial intelligence: drawing from human experience. Proceedings of the 27th Annual Hawaii International Conference on System Sciences, January, Hawaii, 258-270.
29. Kiesler, S., Siegel, J. and McGuire, T.W. 1984, Social psychological aspects of computer-mediated communication. American Psychologist, 39, 1123-1134.
30. Lax, D.A. and Sebenius, J.K. 1986, The Manager as Negotiator.' Bargaining for Cooperation and Competitive Gain (NY: The Free Press).
31. Lewicki, R. and Litterer, J. 1985, Negotiation (Homewood, IL: Richard D. Irwin Inc.).
32. Lim, J.L.H. 1999, Multi-stage negotiation support: a conceptual framework. Information and Software Technology, 41, 249-255.
33. Lim, L.H. and Benbasat, I. 1993, A theoretical perspective of negotiation support systems. Journal of Management Information Systems, 9, 27-44.
34. Lim, L.H. and Benbasat, I. 1997, A framework for addressing group judgment biases with group technology. Journal of Management Information Systems, 13, 7-24.
35. March, J.G. and Simon, H.A. 1958 Organizations (New York: John Wiley).
36. McGrath, J.E. and Hollingshead, A.B. 1993, Putting the 'Group' back into group support systems: some theoretical issues about dynamic processes in gropus with technological enhancements. In L.M. Jessup and J.S. Valacich (eds) Group Support Systems.' New Perspectives (New York: MacMillan), 78-96.
37. Morley, I. and Stephenson, G. 1977, The social psychology of bargaining (London: Allen and Unwin).
38. Mumpower, J., Schuman, S. and Zumbolo, A. 1988, Analytical mediation: an application in collective bargaining. In R.M. Lee, A.M. McCosh and P. Migliarese (eds) Organizational Decision Support Systems (New York: Elsevier Science Publishers), 61-73.
39. Nash, J.F. 1950, The bargaining problem. Econometrica, 18, 155-162.
40. Neale, M.A. and Bazerman, M.H. 1985, The effect of externally set goals on reaching integrative agreements in competitive markets. Journal of Occupational Behavior, 6, 19-32.
41. Philips, A. 1983, Computer conferences: success or failure? In R. Bostrom (ed.) Communication Yearbook 7 (Beverly Hills, CA: Sage Publications), 837-856.
42. Philips, S.R. 1988, Electronic pursuasion: the uses of electronic mail for interpersonal influence in organizations. Ph.D. dissertation, University of Southern California.
43. Pruitt, D.G. 1981, Negotiation behavior (NY: Academic Press).
44. Pruitt, D.G. 1983, Achieving integrative agreements. In M.H. Bazerman and R.J. Lewicki (eds) Negotiating in Organizations (Beverly Hills, CA: Sage Publications).
45. Pruitt, D.G. and Rubin, J.Z. 1986, Social conflict: escalation, stalemate and settlement (New York: Random House).
46. Raman, K.S., Tan, B.C.Y. and Wei, K.K. 1993, An empirical study of task type and communication medium in GDSS. Proceedings of the 26th Annual Hawaii International Conference on System Sciences, January, Hawaii, 161-168.
47. Rice, R.E. and Love, G. 1987, Electronic emotion. Communication Research, 14, 85-107.
48. Sandkuhl, K. and Fuchs-Kittowski, F. 1999, Telecooperation in decentralized organizations: conclusions based on empirical research. Behaviour & Information Technology, 18, 339-347.
49. Shakun, M.F. 1988, Evolutionary systems design: policy making under complexity and group decision support systems (Oakland, CA.: Holden-Day).
50. Sheffield, J. 1995, The effect of communication medium on negotiation performance. Group Decision and Negotiation, 4, 159-179.
51. Siegel, J., Dubrovsky, V., Kiesler, S. and McGuire, T.W. 1986. Group processes in computer mediated communication. Organizational Behavior and Human Decision Process, 37, 157-187.
52. Sycara, K. 1991, Problem restructuring in negotiation. Management Science, 37, 1243-1268.
53. Thomas, K.W. 1992, Conflict and negotiation processes in organizations. In M.D. Dunnette (ed.) Handbook of Industrial and Organizational Psychology (Palo Alto, CA: Consulting Psychologists).
54. Turoff, M., Hiltz, S.R., Bahgat, A.N.F. and Rana, A.R. 1993, Distributed group support systems. MIS Quarterly, 17, 399-417.
55. Valacich, J.S., George, J.F., Nunamaker, J.F. and Vogel, D.R. 1994, Physical proximity effects on computer-mediated group idea generation. Small Group Research, 25, 83-104.
56. Valacich, J.S., Paranka, D., George, J.F. and Nunamaker, J.F. 1993, Communication concurrency and the new media: a new dimension for media richness. Communication Research, 20, 249-276.
57. Vogel, D., Nunamaker, J., Applegate, L. and Konsynski, B. 1987, Group decision support systems: determinants of success. Transactions of the 7th International Conference on Decision Support Systems, June 1987, San Francisco, CA, 118-128.
58. Yen, J., Lee, H.G. and Bui, T. 1996, Intelligent clearinghouse: electronic marketplace with computer-mediated negotiation supports. Proceedings of the 29th Annual Hawaii International Conference on System Sciences, Vol. 4, January, Hawaii, 219-227.
59. Young, H.P. 1991, Negotiation analysis. In H.P. Young (ed.) Negotiation Analysis (Ann Arbor, University of Michigan Press), 1-23.
60. Zack, M.H. 1993, Interactivity and communication mode choice in ongoing management groups. Information Systems Research, 4, 207-239.