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Negotiation via the World Wide Web: A Cross-cultural Study of Decision Making

Author

Listed:
  • Gregory Kersten

    (International Institute for Applied Systems Sciences, Austria and CCAM, Carleton University)

  • Sunil Noronha

    (IBM Thomas J Watson Research Centre)

Abstract

INSPIRE is a Web-based system for the support and conduct of negotiations. 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.

Suggested Citation

  • Gregory Kersten & Sunil Noronha, 1999. "Negotiation via the World Wide Web: A Cross-cultural Study of Decision Making," Group Decision and Negotiation, Springer, vol. 8(3), pages 251-279, May.
    • Handle: RePEc:spr:grdene:v:8:y:1999:i:3:d:10.1023_a:1008657921819
    DOI: 10.1023/A:1008657921819
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    References listed on IDEAS

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    Cited by:

    1. Michele Griessmair & Johannes Gettinger, 2020. "Take the Right Turn: The Role of Social Signals and Action–Reaction Sequences in Enacting Turning Points in Negotiations," Group Decision and Negotiation, Springer, vol. 29(3), pages 425-459, June.
    2. Florian Teschner & Henner Gimpel, 2018. "Crowd Labor Markets as Platform for Group Decision and Negotiation Research: A Comparison to Laboratory Experiments," Group Decision and Negotiation, Springer, vol. 27(2), pages 197-214, April.

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