Negotiator Satisfaction in NSS-Facilitated Negotiation

Abstract

Negotiator satisfaction plays an important role in the adoption and diffusion of Negotiation Support Systems (NSS). There is little knowledge about what factors shape the negotiator satisfaction in the NSS context. In this study, we investigated this factor from the perspectives of negotiator and end-user of NSS. We proposed a research model of negotiator satisfaction by incorporating negotiation outcomes and negotiator perception of the system and negotiation process. The empirical findings with 116 data points indicated that objective confirmation, perceived fairness, perceived control and perceived collaborative atmosphere significantly influence negotiator satisfaction. The implications of this study are discussed.

Computer-Aided Tools in Negotiation: Negotiable Issues, Counterfactual Thinking, and Satisfaction

“…This is consistent with Remus' [24] findings in which individuals who are provided outcome feedback (via alternative solution data provided by the table data) are able to make more consistent, satisfactory decisions. In other words, although elaborate technologies designed to automate the majority of the negotiation process exist, negotiators seek more control and consistency over the negotiation process [30]. Our study finds that even simple technologies (like the one employed in this study) may also contribute to greater negotiator satisfactionperhaps because of the straightforward, negotiator-controlled payoff data they yield.…”

“…No special training or experience was needed to use the software, unlike other, more complicated negotiation support systems (NSS). Although the sophisticated software systems found in most NSS can be useful in reducing the time and effort required to prepare for a negotiation, Wang, Lim and Guo [30] found that most negotiators valued control over the process and outcomes. In fact, negotiators in their study tended to ignore suggestions made by the sophisticated software in favor of their own solutions, and they reported more satisfaction when allowed more individual control throughout the negotiation process.…”

“…Recent negotiations research has focused on the human element of negotiator satisfaction, and, has been called "one of the most important measures of information systems success" ( [30], p. 282). Whether considering negotiation issues such as first-offer positions [12], regret reduction [27], pre-negotiation expectations and post-accessed by following the link in the citation at the bottom of the page.…”

Towards Understanding the Effect of Voice on Human-Agent Negotiation

“…The effect of fairness on negotiator satisfaction was confirmed in the context of Negotiation Support Systems (NSS)facilitated negotiation. It revealed that perceived fairness, next to the the degree of perceived collaborative atmosphere and perceived control, was a better predictor of negotiator satisfaction than negotiation outcomes [43]. Nevertheless, the degree of satisfaction with the outcome enhances the motivation to sustain the relationship and therefore has a positive effect on the willingness to renegotiate [37].…”

Impacto das Tecnologias de Informação e Comunicação no Desempenho de Negociação Internacional

“…Asimismo respecto a la percepción del mejoramiento del proceso de negociación internacional, autores como Swaab, Postmes, Neijens, Kiers y Dumay (2002) realizan un estudio donde sugieren que las TIC permiten alcanzar acuerdos de forma eficiente, generando mayor satisfacción en los negociadores, en especial porque estos encuentran confirmaciones objetivas de la contraparte, y perciben equidad y control en una atmosfera colaborativa (Wang, Lim y Guo, 2010).…”