e-Mediation: Evaluating the Impacts of an Electronic Mediator on Negotiating Behavior

Daniel Druckman
George Mason University – Department of Public & International Affairs

James Druckman
University of Minnesota – Twin Cities – Department of Political Science

Tatsushi Arai
George Mason University – Institute for Conflict Analysis and Resolution (ICAR)

July 15, 2004

IACM 17th Annual Conference Paper

Abstract:

In this article, we report the results of three experiments designed to evaluate the impacts of an electronic negotiation support system (NSS) on negotiating behavior. The NSS is defined in terms of functions performed by mediators. Negotiating behavior is construed in terms of negotiators’ flexibility. Each of these concepts – flexibility and mediation functions – is discussed in turn followed by a description of the NSS and experimental-simulation procedures.

e-Mediation- Evaluating the Impacts of an Electronic Mediator on Negotiating Behavior

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