Negotiation via the World Wide Web: A Cross-cultural Study of Decision Making

Gregory Kersten and Sunil Noronha
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Gregory Kersten: International Institute for Applied Systems Sciences, Austria and CCAM, Carleton University
Sunil Noronha: IBM Thomas J Watson Research Centre

Group Decision and Negotiation, 1999, vol. 8, issue 3, No 5, 279 pages

Abstract: Abstract INSPIRE is a Web-based system for the support and conduct of negotiations. 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.

Keywords: negotiation; international negotiation; cross-cultural study; Internet; World Wide Web; decision support; negotiation support; preferences (search for similar items in EconPapers)
Date: 1999
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Citations: View citations in EconPapers (2)

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DOI: 10.1023/A:1008657921819

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