Multiparty Negotiation Support: The Role of Visualization's Influence on the Development of Shared Mental Models.

Author List: Swaab, Roderick I.; Postmes, Tom; Neijens, Peter; Kiers, Marius H.; Dumay, Adrie C.M.;
Journal of Management Information Systems, 2002, Volume 19, Issue 1, Page 129-150.
The study examines a method for supporting multiparty negotiations by means of a Negotiation Support System (NSS). More specifically, this study investigated the effect of visualization support on the development of shared mental models among negotiators who resolved a spatial planning dispute. The objective of this study is to determine how to support the development of shared mental models in order to stimulate more productive negotiations. A further goal is to provide guidelines for the design of NSS. Compared with a control condition, visualization improved three aspects of negotiations: visualization support aided negotiators' convergence of perceptions of reality and had positive socio-emotional consequences in terms of increasing cohesiveness and entitativity. As a result, groups with visualization support reached consensus more easily and were more satisfied with the process. In sum, the current study provides support for the idea that presenting negotiators with unambiguous information helps negotiators develop shared mental models.
Keywords: multiparty negotiation; negotiation support systems; pro-social climate; shared mental model; visualization of information
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#34 0.282 negotiation negotiations using potential power agreement paper bases partners ending negotiators offers visualization messaging instant audio e-marketplaces provide positions agents
#227 0.200 commitment need practitioners studies potential role consider difficult models result importance influence researchers established conduct investigated establishing appear clearly determining
#257 0.175 group support groups meeting gdss decision systems meetings technology study electronic ems task process communication computer-supported outcomes quality consensus face-to-face
#287 0.113 design systems support development information proposed approach tools using engineering current described developing prototype flexible built architecture environment integrated designing
#86 0.075 methods information systems approach using method requirements used use developed effective develop determining research determine assessment useful series critical existing
#46 0.052 perceived transparency control design enjoyment experience study diagnosticity improve features develop consequences showing user experiential providing antecedents interface effects economy