Information Technology for Negotiating Groups: Generating Options for Mutual Gain

J. F. Nunamaker, Jr., Alan R. Dennis, Joseph S. Valacich and Douglas R. Vogel
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J. F. Nunamaker, Jr.: Department of Management Information Systems, Karl Eller Graduate School of Management, University of Arizona, Tucson, Arizona 85721
Alan R. Dennis: Department of Management, Terry College of Business, University of Georgia, Athens, Georgia 30602
Joseph S. Valacich: Decision and Information Systems Department, School of Business, Indiana University, Bloomington, Indiana 47405
Douglas R. Vogel: Department of Management Information Systems, Karl Eller Graduate School of Management, University of Arizona, Tucson, Arizona 85721

Management Science, 1991, vol. 37, issue 10, 1325-1346

Abstract: The study of negotiating groups, whether distributive between competing parties (i.e., "win-lose") or integrative between essentially friendly parties from the same organization (i.e., "win-win"), remains important. While much previous research in this area has focused on key analytical issues such as evaluating proposed options, much less research has addressed the equally important initial stage of negotiation: generating options for mutual gain. In general, groups do this poorly, as there are many obstacles that inhibit successful option generation. Recent advances in computer technology provide additional approaches that can be used to support option generation as one component in an overall Negotiation Support System. This paper presents an integrated series of laboratory and field studies that investigated various aspects of computer-supported option generation for groups that meet at the same place and time. The use of anonymity to separate personalities from the issues and promote more objective evaluation was found to improve option generation in some circumstances, particularly those with increased criticalness and/or power differences among the participants. Larger groups were found to be more effective than smaller groups, several smaller groups combined, and nominal groups. We present several implications for theory development and system design and use, as well as a tentative model for computer-supported group option generation.

Keywords: negotiation; group decision support; GDSS; generating options; electronic meeting systems (search for similar items in EconPapers)
Date: 1991
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