Negotiation Support Systems in Budget Negotiations: An Experimental Analysis.

Author List: WOLFE, CHRISTOPHER J.; MURTHY, UDAY S.;

Journal of Management Information Systems, 2005, Volume 22, Issue 3, Page 351-381.

This paper reports the results of an experiment investigating the differences between budget negotiations conducted on an electronic negotiation support system (NSS) and those conducted face-to-face. The negotiation setting consisted of a supervisor and a subordinate negotiating a performance budget for the subordinate. Results revealed that when supervisor performance expectations were incongruent with subordinate capability, face-to-face negotiations hit impasse at a significantly higher rate than NSS negotiations. These results held regardless of the amount of concession needed to reach consensus, and they support the contention that single-issue distributive negotiations, such as budget negotiations, can benefit from the use of an NSS. In a secondary analysis of subordinate performance after the budget negotiation, we found that NSS subordinates perceived more task conflict, which positively influenced postnegotiation performance, whereas face-to-face subordinates perceived less relational conflict, which worked through satisfaction to positively influence postnegotiation performance. This result adds to the literature by clarifying the roles that communication mode plays in a negotiation and a negotiation's aftermath.

Keywords: budget negotiation; distributive negotiations; negotiation impasse; negotiation support systems (NSS)

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#34	0.264	negotiation negotiations using potential power agreement paper bases partners ending negotiators offers visualization messaging instant audio e-marketplaces provide positions agents
#51	0.155	results study research experiment experiments influence implications conducted laboratory field different indicate impact effectiveness future participants evidence test controlled involving
#257	0.145	group support groups meeting gdss decision systems meetings technology study electronic ems task process communication computer-supported outcomes quality consensus face-to-face
#27	0.127	secondary use primary data outcomes objective ways analysis range addresses development purpose budget past outcome wide direct generating occurs desired
#93	0.127	performance results study impact research influence effects data higher efficiency effect significantly findings impacts empirical significant suggest outcomes better positive
#218	0.054	role roles gender differences women significant play age men plays sample differ played vary understand critical greater implications relatively offered