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User Acceptance of Web-Based Negotiation Support Systems: The Role of Perceived Intention of the Negotiating Partner to Negotiate Online

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Abstract

With the rapid growth of web-based services and global trade, there is some commercial potential for web-based Negotiation Support Services (WNSS). This market potential, however, is somewhat untapped. While previous studies had examined WNSS adoption by individual decision makers, this situation is not fully realistic, as the conformity of all negotiating partners is required for web-based negotiation to happen. Therefore, this study extends the technology acceptance model for the context of e-negotiation through the inclusion of perceptions regarding the intention of the negotiating partner to use WNSS (i.e., perceived intentions). An empirical investigation, based on phone interviews with potential users, supports the research model. The perceived intention of the negotiating partner to agree to use WNSS was found to have significant positive effect on individuals’ acceptance of WNSS and its antecedents. Adding this construct into WNSS acceptance theory advances our understanding of WNSS adoption and provides important insights for scholars and practitioners.

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Acknowledgements

This research is sponsored by SSHRC INE grant for e-negotiation. In addition, we would like to thank Dr. Shan Wang for assisting in administering the survey and Ms. Claire Kang for conducting the phone interviews.

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Correspondence to Ofir Turel.

Appendix

Appendix

The WNSS description used in the phone-interviews: Web-based Negotiation Support Systems (WNSS for Short) are interactive, Internet-based tools intended to support negotiating parties in reaching an agreement. These systems assist individual negotiators, teams and other parties involved in negotiations (e.g., mediators or arbitrators) by advising, offering solutions or facilitating the process. As such, these systems enable negotiating contracts and/or resolving disputes online. For example, there are websites that are out there to help you in your negotiation processes by assisting you in making a better case. You can also use online resolution rooms, which are private chat rooms, to virtually meet others (negotiators and/or even online mediators or arbitrators), and discuss your problems with them. Some WNSS websites also provide analytical decision support tools to assist you, the negotiator, to optimize your decisions and reach a better deal.

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Turel, O., Yuan, Y. User Acceptance of Web-Based Negotiation Support Systems: The Role of Perceived Intention of the Negotiating Partner to Negotiate Online. Group Decis Negot 16, 451–468 (2007). https://doi.org/10.1007/s10726-006-9069-z

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