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- W1985925039 abstract "This article is an attempt to investigate the role of negotiation support systems (NSSs) 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. NSSs through altering coalition formation dynamics have important impacts on various negotiation outcomes. An experiment was conducted to test our 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 NSSs in supporting inter-team negotiations and have both theoretical and practical implications." @default.
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- W1985925039 date "2008-10-01" @default.
- W1985925039 modified "2023-10-17" @default.
- W1985925039 title "The Effect of Level of Negotiation Support Systems and Cultural Diversity on Coalition Formation" @default.
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- W1985925039 doi "https://doi.org/10.4018/irmj.2008100105" @default.
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