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Negotiation and the Web: Users' Perception and Acceptance

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  • G.E. Kersten
  • S.J. Noronha

Abstract

New information technologies invariably provide excellent opportunities for improving the efficiency and effectiveness of decision making and negotiation through the development of novel decision support techniques. Emerging Internet related technologies and, in particular, the World Wide Web provide yet another opportunity for radical change and improvement in the support and practice of negotiations. This view is supported by the results of a cross-cultural experiment that we have been conducting over the past year as part of the InterNeg project, observing computer-assisted international negotiations over the Web. One of the surprises from this experiment is the degree of acceptance that the Web/computer technology achieved among a user base comprising both experienced negotiators and students. In this paper we report our experimental results and suggest the reasons behind and requirements for successful acceptance of Web based negotiation support technology, with the aim of stimulating further exploration of the opportunities held out by these new technologies.

Suggested Citation

  • G.E. Kersten & S.J. Noronha, 1998. "Negotiation and the Web: Users' Perception and Acceptance," Working Papers ir98002, International Institute for Applied Systems Analysis.
    • Handle: RePEc:wop:iasawp:ir98002
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    1. G.E. Kersten & S.J. Noronha, 1997. "Negotiation Via the World Wide Web: A Cross-Cultural Study of Decision Making," Working Papers ir97052, International Institute for Applied Systems Analysis.
    2. Nancy J Adler & John L Graham, 1989. "Cross-Cultural Interaction: The International Comparison Fallacy?," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 20(3), pages 515-537, September.
    3. Angur, Madhukar G. & Lotfi, Vahid & Sarkis, Joseph, 1996. "A hybrid conjoint measurement and bi-criteria model for a two group negotiation problem," Socio-Economic Planning Sciences, Elsevier, vol. 30(3), pages 195-206, September.
    4. Arvind Rangaswamy & G. Richard Shell, 1997. "Using Computers to Realize Joint Gains in Negotiations: Toward an "Electronic Bargaining Table"," Management Science, INFORMS, vol. 43(8), pages 1147-1163, August.
    5. John L. Graham & ALMA Mintu-Wimsat, 1997. "Culture's Influence on Business Negotiations in Four Countries," Group Decision and Negotiation, Springer, vol. 6(5), pages 483-502, September.
    6. G.E. Kersten & S.J. Noronha, 1997. "Supporting International Negotiation with a WWW-Based System," Working Papers ir97049, International Institute for Applied Systems Analysis.
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