Accession Number:

ADA248295

Title:

Negotiation Support System's Impact on the Socio-Emotional Environment: A Research Design Framework

Descriptive Note:

Master's thesis,

Corporate Author:

NAVAL POSTGRADUATE SCHOOL MONTEREY CA

Personal Author(s):

Report Date:

1992-03-01

Pagination or Media Count:

79.0

Abstract:

The goal of this thesis is to examine the negotiationconflict environment and develop some proposed effects that Negotiation Support Systems NSS have on the socio-emotional climate. This introduction of NSS into the negotiation cycle is expected to change the way in which bargaining parties interact. Normative and socio-emotional biases, while not completely eliminated, may be controlled and limited to a degree. This study suggests that shared use of NSS during negotiation helps users by structuring the session to better refine the partys objectives and tactfully convey them to the other party. Additionally, through better appreciation of the strengths and weaknesses of the other partys position and arguments, interest differentials may be identified more quickly and thus negotiations may move towards a more integrative solution. A proposed research design is presented to evaluate whether use of NSS can improve resource consumption, decision quality, perceived fairness, perceived satisfaction, and working relationships.

Subject Categories:

  • Psychology

Distribution Statement:

APPROVED FOR PUBLIC RELEASE