Negotiation Support System Functionality in Business Communication Applications – a Case-Based Evaluation

In times of E-Business, more and more transactions are conducted electronically. Especially in the context of electronic business negotiations there is a rising need for support provided by the communication medium. This need led to the development of several Negotiation Support Systems (NSSs) within the recent years. However, diffusion of NSSs into practice is scarce. The Negolook prototype developed in the course of our research follows the concept of such NSSs whilst being integrated into traditional business communication systems. It aims to bridge the gap between the uttered need for negotiation support and its actual use in practice. In this paper we present the prototype itself, a theoretical evaluation and, furthermore, we identify future research activities

Computer-Supported Negotiations: An Experimental Study of Bargaining in Electronic Commerce

The expanding business-to-business (B2B) e-commerce market has created a need for firms to negotiate business deals online. Negotiation support tools are likely to play a more critical role in B2B e-commerce. Notwithstanding their importance, the impacts of negotiation support tools (especially automated bargaining agents) are not well understood. This research addresses this gap by conducting a series of laboratory experiments to investigate the impact of web-based electronic messaging, web-based negotiation support systems (NSS), and autonomous electronic bargaining agents (EBA) on the outcomes of a multi-issue, e- commerce negotiation. Two types of bargaining situation were investigated: integrative and distributive bargaining. Negotiation outcomes were assessed using joint profit/utility outcome, contract balance, and the closeness to the efficient/Pareto frontier and the Nash bargaining solution. Findings show that web-based NSS can significantly improve efficiency and fairness in remote integrative negotiations but not in distributive negotiations. EBA were found to achieve outcomes comparable to but not significantly better than unassisted human dyads. Implications for NSS and EBA implementation and research were drawn

Introduction : bringing a new vision to online dispute resolution

This article offers a brief overview of the state-of-the-art ODR domain by presenting the contributions to the field made by the participants in this volume. It also examines some of the challenges that ODR face at present with regard to interoperability and the new evolutions of the Web 2.0. Finally, it also considers the need for a new vision of ODR that, while keeping pace with the technological developments of the Web, situates the users the center of the paradigm

The Effects of Culture in Computer-Mediated Negotiations

The paper explores the impact of culture on anonymous inter- and intracultural negotiations conducted via the Internet using a Web-based negotiation support system (NSS). In e-negotiations, technology acts as a moderator in the relationship between culture and negotiation behavior. This implies that patterns of cultural impact on negotiations can be different from face-to-face negotiations. Communication technology reduces the transmission of social cues and increases the importance of explicit communication. Thus, cultural dimensions such as power distance, which rely on social cues, are reduced in their impact, while the impact of communication-related dimensions of cultures such as high vs. low context is amplified by the system. The empirical analysis of these effects is based on a set of bilateral negotiations involving 1366 participants carried out with the Web-based NSS Inspire. It indicates a significant influence of culture, particularly regarding negotiators’ expectations. We also found significant cultural differences with regard to communication patterns emerging during the negotiation process and outcomes of negotiations. Our results also indicate that as the negotiation process progresses, individual differences between negotiators, including their approach to problem solving, become more important than their cultural characteristics

The disrupted workplace: are the digital and group skills needs of employers being addressed by universities?

Upskilling moves quickly in today’s ‘disrupted’ workplace, and skill sets need to change to meet the needs of the digital economy (Gray, 2016), sometimes referred to as the fourth industrial revolution (4IR). Using a mixed methods approach and drawing on data from relevant stakeholders, the aim of this research is to explore, evaluate and identify any mismatch between degree learning outcomes and employability skills. The research also proposes specific strategies to address identifiable skills gaps. Focusing on the views of Fashion Management (FM) alumni, the study highlights gaps in digital skills as well as gaps in professional /group skills which some alumni felt were missing from their university education. The research also notes the importance of digital skills in the workplace from the employers’ point of view. This strengthens the argument for employers and universities to work more symbiotically to address any gaps between degree outcomes and employability skills in order to provide graduates who are ‘work ready’ for 4IR. Given the findings, the authors recommend that the data gathered be used not only to inform and enhance our FM degree, but perhaps more importantly, and in a broader educational and academic context, that universities be mindful that they fully address the changing skills requirements of future employers. While this research focuses on FM alumni and employers, because of the creativity and management which are core to this course, the findings are relevant across many related management and creative industries university courses

A critical analysis of decision support systems research

This paper critically analyses the nature and state of decision support systems (DSS) research. To provide contest for the analysis, a history of DSS is presented which focuses on the evolution of a number of sub-groupings of research and practice: personal DSS, group support systems, negotiation support systems, intelligent DSS, knowledge management-based DSS, executive information systems/business intelligence and data warehousing. To understand the state of DSS research an empirical investigation of published DSS research is presented. This investigation is based on the detailed analysis of 1,020 DSS articles published in 14 major journals from 1990 to 2003. The analysis fund that DSS publication has been falling steadily since its peak in 1994 and the current publication rate is at early 1990s levels. Other findings include that personal DSS and group support systems dominate research activity and data warehousing is the least published type of DSS. The journal DSS is the Major publishing outlet, US 'Other" journals dominate DSS publishing and there is very low exposure of DSS in European journals. Around two-thirds of DSS research is empirical, a much higher proportion than general IS research. DSS empirical research is overwhelming positivism, and is more dominated by positivism than IS research in general. Design science is a major DSS research category. The decision support focus of the sample shows a well-balanced mix of development, technology, process, and outcome studies. almost half of DSS papers did not use judgement and decision-making reference research in the design and analysis of their projects and most cited reference works are relatively old. A major omission in DSS scholarship is the poor identification of the clients and users of the various DSS applications that are the focus of investigation. The analysis of the professional or practical contribution of DSS research shows a field that is facing a crisis of relevance. Using the history and empirical study as a foundation, a number of strategies for improving DSS research are suggested

PROCESS SUPPORT FOR THE OPTION GENERATION PHASE IN WIN-WIN NEGOTIATIONS: COMPARISON OF THREE COMMUNICATION MODES

Analytically oriented Negotiation Support Systems have been studied and developed for decades, but they have not become widely adopted by negotiation practitioners. Along with the phenomenal growth of e-commerce, a need has arisen for information systems that support the parties’ “soft” negotiation processes and communications in addition to the “hard” quest for a mathematically optimal solution. In this study, we report an experiment about applying three different communication modes in integrative win-win negotiations following the principled negotiation tactics. We focus on integrative negotiation’s dialoguing phase where the parties share information, brainstorm options together, and establish an appropriate atmosphere. We compare computer-supported same-time same-place negotiations aided by group support systems (GSS) - either anonymously or non-anonymously - with the control treatment group that uses verbal communication backed up with flipcharts and Post-it notes. Due to the recent social media revolution, the role of anonymity might have changed from the GSS research results obtained decades ago. Our goal is to find out possible differences in the negotiation outcomes: meeting satisfaction and productivity. We discovered that all three modes worked well when used together with a carefully structured and facilitated process, although the number of unique ideas generated was significantly higher in the computer-supported groups

Proceedings of RSEEM 2006 : 13th Research Symposium on Emerging Electronic Markets

Electronic markets have been a prominent topic of research for the past decade. Moreover, we have seen the rise but also the disappearance of many electronic marketplaces in practice. Today, electronic markets are a firm component of inter-organisational exchanges and can be observed in many branches. The Research Symposium on Emerging Electronic Markets is an annual conference bringing together researchers working on various topics concerning electronic markets in research and practice. The focus theme of the13th Research Symposium on Emerging Electronic Markets (RSEEM 2006) was ?Evolution in Electronic Markets?. Looking back at more than 10 years of research activities in electronic markets, the evolution can be well observed. While electronic commerce activities were based largely on catalogue-based shopping, there are now many examples that go beyond pure catalogues. For example, dynamic and flexible electronic transactions such as electronic negotiations and electronic auctions are enabled. Negotiations and auctions are the basis for inter-organisational trade exchanges about services as well as products. Mass customisation opens up new opportunities for electronic markets. Multichannel electronic commerce represents today?s various requirements posed on information and communication technology as well as on organisational structures. In recent years, service-oriented architectures of electronic markets have enabled ICT infrastructures for supporting flexible e-commerce and e-market solutions. RSEEM 2006 was held at the University of Hohenheim, Stuttgart, Germany in September 2006. The proceedings show a variety of approaches and include the selected 8 research papers. The contributions cover the focus theme through conceptual models and systems design, application scenarios as well as evaluation research approaches

E-Negotiation systems: A theoretical framework and empirical investigation

Ph.DDOCTOR OF PHILOSOPH

Microblogging on Twitter: Social networking in intermediate Italian classes

Second language acquisition (SLA) research has explored the significance of computer-mediated communication (CMC) in educational models for second language (L2) pedagogy. Recently, the proliferation of Web 2.0 technologies has become the focus of many teachers and researchers who study the impact of Web 2.0 innovations on L2 teaching and learning. The majority of students enrolled in language courses in postsecondary institutions, too, are “digital natives”—a generation of “‘native speakers’ of the digital language of computers, video games and the Internet”(Prensky, 2001, p. 1)—who desire obtaining information in new ways. Web 2.0 provides the core for an internet experience that is focused on the user: its principles and practices foster active participation that, in turn, harnesses a collective intelligence (O’Reilly, 2005). This interactive and dynamic nature of the web creates new opportunities for language teaching and learning because of four key features: it is participatory, authentic, immediate, and it engages the community. These characteristics parallel those of the L2 acquisition process and make Web 2.0 a promising language-learning tool (for numerous examples of how technology can be best employed in the L2 curriculum to enhance and enrich the learner’s contact with the L2, see Blake, 2008)