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Inter-Team Negotiation Support, Coalition Formation, and Negotiation Outcomes: An Empirical Study

Inter-Team Negotiation Support, Coalition Formation, and Negotiation Outcomes: An Empirical Study

Xiaojia Guo, John Lim, Fei Wang
Copyright: © 2010 |Pages: 13
ISBN13: 9781605669625|ISBN10: 1605669628|ISBN13 Softcover: 9781616924089|EISBN13: 9781605669632
DOI: 10.4018/978-1-60566-962-5.ch020
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MLA

Guo, Xiaojia, et al. "Inter-Team Negotiation Support, Coalition Formation, and Negotiation Outcomes: An Empirical Study." Global, Social, and Organizational Implications of Emerging Information Resources Management: Concepts and Applications, edited by Mehdi Khosrow-Pour, D.B.A., IGI Global, 2010, pp. 390-402. https://doi.org/10.4018/978-1-60566-962-5.ch020

APA

Guo, X., Lim, J., & Wang, F. (2010). Inter-Team Negotiation Support, Coalition Formation, and Negotiation Outcomes: An Empirical Study. In M. Khosrow-Pour, D.B.A. (Ed.), Global, Social, and Organizational Implications of Emerging Information Resources Management: Concepts and Applications (pp. 390-402). IGI Global. https://doi.org/10.4018/978-1-60566-962-5.ch020

Chicago

Guo, Xiaojia, John Lim, and Fei Wang. "Inter-Team Negotiation Support, Coalition Formation, and Negotiation Outcomes: An Empirical Study." In Global, Social, and Organizational Implications of Emerging Information Resources Management: Concepts and Applications, edited by Mehdi Khosrow-Pour, D.B.A., 390-402. Hershey, PA: IGI Global, 2010. https://doi.org/10.4018/978-1-60566-962-5.ch020

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Abstract

This chapter is an attempt to investigate the role of negotiation support systems (NSS) 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. NSS through altering coalition formation dynamics have important impacts on various negotiation outcomes. An experiment was conducted to test the authors’ 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 NSS in supporting inter-team negotiations, and have both theoretical and practical implications.

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