Yuan, Turel - E-negotiations.pdf - Psychologia - koni86

Group Decis Negot (2008) 17:107–109

DOI 10.1007/s10726-007-9081-y

E-negotiations: bridging the practical

divide—introduction to the special issue

Yufei Yuan Æ Oﬁr Turel

Published online: 23 February 2007

Springer Science+Business Media B.V. 2007

Over the past decade Negotiation Support Systems have evolved in scope, capa-

bilities, and market readiness. In parallel with these market developments, many

scholars have provided ample evidence in support of the viability of e-negotiation

systems and methods. Their studies have demonstrated innovative ways in which

negotiation support systems can be developed and utilized in an efﬁcient and

effective fashion. This research focus, however, has not yet led to the diffusion of

negotiation support systems in the marketplace. Although several online negotiation

support systems have been created and offered commercially, only a few, such as

Square-Trade (used for eBay’s online dispute resolution) have been successful. It is

important for us to investigate why these offerings have not been viable. Why is

there still a gap between the academic predictions relating to the usefulness of

negotiation support systems and the actual practical adoption of such systems? This

gap has motivated this special issue, which has the overall goal of exploring ways in

which e-negotiation research can be more practically relevant, without compro-

mising research rigor. The application of rigorous methodology to identify and

examine practice-relevant phenomena can advance the ﬁeld by bridging the above-

mentioned void.

In this special issue we present four papers that address issues related to practical

aspects of e-negotiations, such as the adoption of negotiation support systems, from

different perspectives. Interestingly, the papers have been collected from different

regions of the world, and have different takes on the practice of e-negotiation.

Together, the papers represent an academic effort to bridge the practical divide that

has been formed over the years, and advance our understanding of real-world

commercial e-negotiation systems, services, and issues.

)

DeGroote School of Business, McMaster University, Hamilton, ON, Canada

e-mail: yuanyuf@mcmaster.ca

O. Turel

The College of Business & Economics, California State University, Fullerton, CA, USA

e-mail: turelo@mcmaster.ca

123

Y. Yuan (

108

Y. Yuan, O. Turel

In the ﬁrst paper, ‘‘Exploring usage continuance of e-negotiation systems:

Expectation and disconﬁrmation approach’’, Her-Sen Doong and Hsiangchu Lai,

used expectation-disconﬁrmation theory to investigate factors inﬂuencing user

intentions to continue using an e-negotiation system. To verify their model, data

were collected from 170 negotiators who participated in an e-negotiation experiment

lasting 17 days. Structural-equation modeling techniques were then used to examine

the research model and hypotheses. The results indicated that positive disconﬁr-

mation (i.e., when the actual experience is better than the expectation) plays a

crucial role in shaping the intentions of users to continue using an e-negotiation

system. Overall, this paper takes a typical empirical behavioral slant on the issue of

technology adoption of e-negotiation systems.

In the second paper, ‘‘The antecedents of renegotiations in practice—An

exploratory analysis’’, Mareike Schoop, Frank K¨ hne, Dirk Staskiewicz, Markus

Voeth, and Uta Herbst investigated the status-quo of business-to-business (B2B)

e-negotiation practices. They conducted a survey study with business negotiators

from various branches of industry in Germany. The prevalence of unplanned

renegotiations brought forward the need for studying this phenomenon. Using

various theories, context factors that can affect B2B renegotiations were identiﬁed.

The hypothesized model was tested using regression techniques. Rules of interac-

tion, task complexity, and long-term business relationships were found to be sig-

niﬁcant predictors of renegotiation likelihood, while media richness did not impact

the likelihood of renegotiations in practice. Overall, this paper takes an exploratory

angle towards examining the practical issue of renegotiations that has been, for the

most part, ignored in experimental studies.

In the third paper, ‘‘You can’t shake hands with clenched ﬁsts: Potential effects of

trust assessments on the adoption of e-negotiation services’’, Oﬁr Turel and Yufei

Yuan pointed out that trust in the context of e-negotiation is a central multifaceted

cognition about various trustees, including the e-negotiation website, the e-negoti-

ation service provider, the other negotiator, and the neutral third party (if it exists).

This set of trust cognitions was argued to be important because it can facilitate the

adoption of e-negotiation services. The paper presented a review of relevant trust-

related literature streams, and integrated them into two models: (1) trust relations in

e-negotiations, and (2) potential effects of trust assessments on the adoption of

e-negotiation services. The trust relations model identiﬁes and distinguishes between

various facets of trust that are relevant in e-negotiations. This model facilitates clear

conceptualization and communication of trust issues in e-negotiation research. The

trust effects model conceptualizes the roles of the different trust facets in predicting

e-negotiation adoption behavior. Overall, these models advance the ﬁeld and can

serve as the basis for future investigations of trust in e-negotiation contexts.

So far, many e-negotiation researchers have focused on attaining optimality in

single-problem contexts that are ad hoc, disparate, and temporary in nature. Once

negotiators reach agreement, the process usually attains closure, and the long-term

impact of the outcome is rarely considered. In the fourth paper, ‘‘An organizational

model for transitional negotiations: Concepts, design and applications’’, Siva Sank-

aran and Tung Bui investigated the long-term perspective of negotiation. They

postulated that organizations evolve from one state to another and negotiations play

an important part in these transitions. From this perspective, decision-making in

organizations or between them can be modeled using sequential Markov chains that

converge on homeostasis. This has led to a prescriptive approach for transitional

123

E-negotiations: bridging the practical divide—introduction to the special issue

109

negotiations that allowed for assessment of the long-term impact of decisions and

suggested acceptance of possible short-term losses in favor of the better payoffs that

are to come. Software architecture that would allow the proposed theoretical model

to be implemented as an organization negotiation support system with practical

beneﬁts was then suggested. Overall, this paper applies a quantitative modeling-

approach for addressing the practical problem of long-term relationships in

e-negotiations.

In sum, although negotiations are an inseparable part of our daily lives, Negoti-

ation Support Systems is still an academic concept more than a commercial solution.

Some of the factors that relate to the diffusion, commercialization, and other

practical aspects of negotiation support systems are discussed in this special issue.

Nevertheless, it should be noted that this special issue does not provide a ‘‘silver

bullet’’ solution that can bridge the practical divide. Rather, it touches upon some of

the key issues in e-negotiation research, and raises additional problems and future

research directions. As mentioned by Albert Einstein, ‘‘Great scholars do not solve

problems. Instead, they create them.’’ We therefore hope that the papers included in

this special issue will serve as a catalyst for action. Researchers, e-negotiation service

providers, and developers of Negotiation Support Systems should further examine

practical e-negotiation issues in order to foster the market for Negotiation Support

Systems.

As a ﬁnal point, we would like to thank many individuals who have contributed to

the formation of this special issue. First, we would like to thank Melvin Shakun and

Gregory Kersten for their support and encouragement. Second, we thank all the

authors who put great effort into writing papers and revising them for this special

issue. Finally, we would like to express our gratitude to the reviewers who have put

great effort into screening and providing detailed comments for improving the pa-

pers in this special issue. Thank you (alphabetically) Norm Archer, Morad Ben-

youcef, Nick Bontis, Tung Bui, Anthony Celani, Cara Cherry Lisco, Nita Chhinzer,

Catherine Connelly, Constantinos Coursaris, Kevin Dow, Jamshid Etezadi, Elkaﬁ

Hassini, Milena Head, Sabine K¨ szegi, Hsiangchu Lai, Kevin Laframboise, John

Lim, Dirk Neumann, Mareike Schoop, Alexander Serenko, Kevin Tasa, Ernest

Thiessen, Rudolph Vetschera, Nicole Wagner, and Willi Wiesner.

123

Yuan, Turel - E-negotiations.pdf

Plik z chomika:

Inne pliki z tego folderu:

Inne foldery tego chomika: