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Negotiator Satisfaction in NSS-Facilitated Negotiation

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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.

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  1. School of Computing, National University of Singapore, Singapore, Singapore

    Zhen Wang, John Lim & Xiaojia Guo

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  1. Zhen Wang
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  2. John Lim
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Correspondence to Xiaojia Guo.

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Wang, Z., Lim, J. & Guo, X. Negotiator Satisfaction in NSS-Facilitated Negotiation. Group Decis Negot 19, 279–300 (2010). https://doi.org/10.1007/s10726-009-9181-y

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