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Coalition Formation in Negotiations: Interacting Effects of Cultural Diversity and Negotiation Support Systems

Coalition Formation in Negotiations: Interacting Effects of Cultural Diversity and Negotiation Support Systems
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Author(s): Xiaojia Gao (National University of Singapore, Singapore) and John Lim (National University of Singapore, Singapore)
Copyright: 2005
Pages: 4
Source title: Managing Modern Organizations Through Information Technology
Source Editor(s): Mehdi Khosrow-Pour (Information Resources Management Association, USA)
DOI: 10.4018/978-1-59140-822-2.ch056

Abstract

Cross-cultural negotiations have become increasingly prominent. Most research on negotiation support systems (NSS) has been confined to dyadic settings which do not quite tally with the real world in which collective bargaining (involving representatives of two or more groups) is more prevalent. When a group is operating, there exists the possibility of coalition formation. This paper examines the phenomenon, taking into account the interaction of the NSS technology and cultural diversity. A research model is presented and several propositions are put forth.

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