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

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http://eprints.org/relation/isVersionOf https://pure.iiasa.ac.at/id/document/4367 http://eprints.org/relation/isVolatileVersionOf https://pure.iiasa.ac.at/id/document/4367 http://eprints.org/relation/isCoversheetVersionOf https://pure.iiasa.ac.at/id/document/4367 archive 351 disk0/00/00/52/42 2016-01-15 02:08:58 2021-08-27 17:16:04 2016-01-15 02:08:58 monograph show 3 Kersten G.E. 1690 Noronha S.J. Negotiation Via the World Wide Web: A Cross-Cultural Study of Decision Making pub iis_cmp iis_neg prog_das 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. 1997-08 published IR-97-052 IR-97-052 1371 public interim_report IIASA, Laxenburg, Austria 32 FALSE info:eu-repo/semantics/book