Is the absolute value of differences between the total utility scores achieved by each negotiation party.
Published in Chapter:
E-Negotiation Support Systems Overview
Zhen Wang (National University of Singapore, Singapore), John Lim (National University of Singapore, Singapore), and Elizabeth Koh (National University of Singapore, Singapore)
Copyright: © 2009
|Pages: 7
DOI: 10.4018/978-1-60566-026-4.ch217
Abstract
In this fast moving global working environment, negotiators are benefiting from the pervasive application of computers and networks in the workplace. There is an increasing usage of E-negotiation Support Systems (ENS) in both internal and external negotiations. ENS are computer systems that help negotiators achieve better agreements by enhancing their information processing capabilities and communication with other parties. Recent empirical research on ENS has shown that the employment of ENS facilitates the improvement of the negotiation process and outcome (e.g., Delaney, Foroughi, & Perkins, 1997; Goh, Teo, Wu, &Wei, 2000; Rangaswamy & Shell, 1997). This article identifies the key areas of ENS research, the corresponding constructs, findings and challenges. Finally, it proposes an integrative framework of ENS research for future research.