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Negotiator Satisfaction in NSS-Facilitated Negotiation

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  • Zhen Wang

    (National University of Singapore)

  • John Lim

    (National University of Singapore)

  • Xiaojia Guo

    (National University of Singapore)

Abstract

Negotiator satisfaction plays an important role in the adoption and diffusion of Negotiation Support Systems (NSS). There is little knowledge about what factors shape the negotiator satisfaction in the NSS context. In this study, we investigated this factor from the perspectives of negotiator and end-user of NSS. We proposed a research model of negotiator satisfaction by incorporating negotiation outcomes and negotiator perception of the system and negotiation process. The empirical findings with 116 data points indicated that objective confirmation, perceived fairness, perceived control and perceived collaborative atmosphere significantly influence negotiator satisfaction. The implications of this study are discussed.

Suggested Citation

  • Zhen Wang & John Lim & Xiaojia Guo, 2010. "Negotiator Satisfaction in NSS-Facilitated Negotiation," Group Decision and Negotiation, Springer, vol. 19(3), pages 279-300, May.
  • Handle: RePEc:spr:grdene:v:19:y:2010:i:3:d:10.1007_s10726-009-9181-y
    DOI: 10.1007/s10726-009-9181-y
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    Cited by:

    1. Ingmar Geiger, 2014. "Media Effects on the Formation of Negotiator Satisfaction: The Example of Face-to-Face and Text Based Electronically Mediated Negotiations," Group Decision and Negotiation, Springer, vol. 23(4), pages 735-763, July.
    2. Ingmar Geiger, 2020. "From Letter to Twitter: A Systematic Review of Communication Media in Negotiation," Group Decision and Negotiation, Springer, vol. 29(2), pages 207-250, April.
    3. Bruce A. Reinig & Gert-Jan Vreede & Robert O. Briggs, 2017. "An Investigation of the Yield Shift Theory of Satisfaction Using Field Data from the United States and the Netherlands," Group Decision and Negotiation, Springer, vol. 26(5), pages 973-996, September.

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