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The Effect of Level of Negotiation Support Systems and Cultural Diversity on Coalition Formation: A Content Analysis

The Effect of Level of Negotiation Support Systems and Cultural Diversity on Coalition Formation: A Content Analysis

Xiaojia Guo, John Lim, Fei Wang
Copyright: © 2008 |Volume: 21 |Issue: 4 |Pages: 13
ISSN: 1040-1628|EISSN: 1533-7979|ISSN: 1040-1628|EISBN13: 9781615200023|EISSN: 1533-7979|DOI: 10.4018/irmj.2008100105
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MLA

Guo, Xiaojia, et al. "The Effect of Level of Negotiation Support Systems and Cultural Diversity on Coalition Formation: A Content Analysis." IRMJ vol.21, no.4 2008: pp.84-96. http://doi.org/10.4018/irmj.2008100105

APA

Guo, X., Lim, J., & Wang, F. (2008). The Effect of Level of Negotiation Support Systems and Cultural Diversity on Coalition Formation: A Content Analysis. Information Resources Management Journal (IRMJ), 21(4), 84-96. http://doi.org/10.4018/irmj.2008100105

Chicago

Guo, Xiaojia, John Lim, and Fei Wang. "The Effect of Level of Negotiation Support Systems and Cultural Diversity on Coalition Formation: A Content Analysis," Information Resources Management Journal (IRMJ) 21, no.4: 84-96. http://doi.org/10.4018/irmj.2008100105

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Abstract

This article is an attempt to investigate the role of negotiation support systems (NSSs) in supporting inter-team negotiations, which have become commonplace for today’s business negotiations. Inter-team negotiations differ from simple dyadic negotiations, and are associated with enormous complexity introduced by the negotiating team dynamics. When there are three or more members in a negotiating team, coalition formation by team members stands out as an intriguing phenomenon, of which cultural diversity is a primary antecedent. NSSs through altering coalition formation dynamics have important impacts on various negotiation outcomes. An experiment was conducted to test our research model and hypotheses. A content analysis was undertaken to measure the extent of coalition formation. Besides the quantitative approach, a qualitative analysis was also conducted to further enhance our exploratory efforts in examining the phenomenon. The results provide initial evidence of the usefulness of NSSs in supporting inter-team negotiations and have both theoretical and practical implications.

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