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Negotiation Via the World Wide Web: A Cross-Cultural Study of Decision Making

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  • G.E. Kersten
  • S.J. Noronha
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    Abstract

    INSPIRE is a Web-based system for the support and conduct of negotiation. The primary uses of the system are training and research. Between July 1996 and April 1997, 281 bilateral negotiations were conducted through the system by managers, engineers, and students from over 50 countries. INSPIRE has been used at eight universities and training centers. In research it is being used to study cross-cultural differences in decision making and the use of computer support in negotiation. This paper outlines the system, the negotiation methodology embedded in it, and reports the initial results of the experimental study of the impact of culture on Web-based bilateral negotiation.

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    File URL: http://www.iiasa.ac.at/Publications/Documents/IR-97-052.pdf
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    Bibliographic Info

    Paper provided by International Institute for Applied Systems Analysis in its series Working Papers with number ir97052.

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    Date of creation: Aug 1997
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    Handle: RePEc:wop:iasawp:ir97052

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    1. Cohen, Michele & Jaffray, Jean-Yves & Said, Tanios, 1987. "Experimental comparison of individual behavior under risk and under uncertainty for gains and for losses," Organizational Behavior and Human Decision Processes, Elsevier, vol. 39(1), pages 1-22, February.
    2. Alvin E. Roth & V. Prasnikar & M. Okuno-Fujiwara & S. Zamir, 1998. "Bargaining and market behavior in Jerusalem, Liubljana, Pittsburgh and Tokyo: an experimental study," Levine's Working Paper Archive 344, David K. Levine.
    3. Nancy J Adler & John L Graham, 1989. "Cross-Cultural Interaction: The International Comparison Fallacy?," Journal of International Business Studies, Palgrave Macmillan, vol. 20(3), pages 515-537, September.
    4. John L. Graham, 1985. "Cross-Cultural Marketing Negotiations: A Laboratory Experiment," Marketing Science, INFORMS, vol. 4(2), pages 130-146.
    5. John L Graham, 1985. "The Influence of Culture on the Process of Business Negotiations: An Exploratory Study," Journal of International Business Studies, Palgrave Macmillan, vol. 16(1), pages 81-96, March.
    6. John L. Graham & Alma T. Mintu & Waymond Rodgers, 1994. "Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States," Management Science, INFORMS, vol. 40(1), pages 72-95, January.
    7. G.E. Kersten & S.J. Noronha, 1997. "Supporting International Negotiation with a WWW-Based System," Working Papers ir97049, International Institute for Applied Systems Analysis.
    8. Kersten, Gregory E. & Szapiro, Tomasz, 1986. "Generalized approach to modeling negotiations," European Journal of Operational Research, Elsevier, vol. 26(1), pages 142-149, July.
    9. James K. Sebenius, 1992. "Negotiation Analysis: A Characterization and Review," Management Science, INFORMS, vol. 38(1), pages 18-38, January.
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    Cited by:
    1. G.E. Kersten & G.R. Mallory, 1998. "Rational Inefficient Compromises in Negotiation," Working Papers ir98024, International Institute for Applied Systems Analysis.
    2. G.E. Kersten & S.J. Noronha, 1998. "Negotiation and the Web: Users' Perception and Acceptance," Working Papers ir98002, International Institute for Applied Systems Analysis.

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