Negotiator Satisfaction in NSS-Facilitated Negotiation

Zhen Wang (), John Lim () and Xiaojia Guo ()
Additional contact information
Zhen Wang: National University of Singapore
John Lim: National University of Singapore
Xiaojia Guo: National University of Singapore

Group Decision and Negotiation, 2010, vol. 19, issue 3, No 5, 279-300

Abstract: 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.

Keywords: Negotiator satisfaction; Expectancy-value model; Disconfirmation theory; Equity theory; NSS (search for similar items in EconPapers)
Date: 2010
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (3)

Downloads: (external link)
http://link.springer.com/10.1007/s10726-009-9181-y Abstract (text/html)
Access to the full text of the articles in this series is restricted.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:grdene:v:19:y:2010:i:3:d:10.1007_s10726-009-9181-y

Ordering information: This journal article can be ordered from
http://www.springer.com/journal/10726/PS2

DOI: 10.1007/s10726-009-9181-y

Access Statistics for this article

Group Decision and Negotiation is currently edited by Gregory E. Kersten

More articles in Group Decision and Negotiation from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().