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

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  • G.E. Kersten
  • S.J. Noronha

Abstract

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.

Suggested Citation

  • G.E. Kersten & S.J. Noronha, 1997. "Negotiation Via the World Wide Web: A Cross-Cultural Study of Decision Making," Working Papers ir97052, International Institute for Applied Systems Analysis.
    • Handle: RePEc:wop:iasawp:ir97052
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    References listed on IDEAS

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    10. G.E. Kersten & S.J. Noronha, 1997. "Supporting International Negotiation with a WWW-Based System," Working Papers ir97049, International Institute for Applied Systems Analysis.
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    Cited by:

    1. G.E. Kersten & G.R. Mallory, 1998. "Rational Inefficient Compromises in Negotiation," Working Papers ir98024, International Institute for Applied Systems Analysis.
    2. G.E. Kersten & S.J. Noronha, 1998. "Negotiation and the Web: Users' Perception and Acceptance," Working Papers ir98002, International Institute for Applied Systems Analysis.

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