Negotiation Via the World Wide Web: A Cross-Cultural Study of Decision Making

Kersten GE & Noronha SJ (1997). Negotiation Via the World Wide Web: A Cross-Cultural Study of Decision Making. IIASA Interim Report. IIASA, Laxenburg, Austria: IR-97-052

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Abstract

INSPIRE is a Web-based system for the support and conduct of negotiation. The primary uses of the system are training and research. Between July 1996 and April 1997, 281 bilateral negotiations were conducted through the system by managers, engineers, and students from over 50 countries. INSPIRE has been used at eight universities and training centers. In research it is being used to study cross-cultural differences in decision making and the use of computer support in negotiation. This paper outlines the system, the negotiation methodology embedded in it, and reports the initial results of the experimental study of the impact of culture on Web-based bilateral negotiation.

Item Type: Monograph (IIASA Interim Report)
Research Programs: Decision Analysis and Support (DAS)
Depositing User: IIASA Import
Date Deposited: 15 Jan 2016 02:08
Last Modified: 03 Nov 2016 17:05
URI: http://pure.iiasa.ac.at/5242

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