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 InterNeg Research Centre
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 Montreal, Quebec H3H 0A1
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Global Research on Inspire Negotiations


Gregory Kersten, Rustam Vahidov, ShiKui Wu, Bo Yu and Eva Chen (Concordia University, Canada)
Tomek Wachowicz, (Karol Adamiecki University of Economics, Poland)
Johannes Gettinger, (Vienna University of Technology), Austria
Maria Surboeck, (IMC University of Applied Science Krems, Austria)
Hsiangchu Lai, (National Sun-Yat Sen University, Taiwan)
Nitza Escalera, (Fordham University, USA)


In the last 15 years, Inspire has served over 10,000 users by teaching them how to engage in electronic negotiation through process structuration, decision support and communication management. Many dimensions of the Inspire experience have been studied from the national culture of the negotiators to the effectiveness of decision support. But still, we lack an understanding of the beliefs, attitudes and emotions that drive users in their preference rating, strategy planning and execution, and resistance to the post-settlement procedure. This research project aims to seek more detailed motives behind the Inspire experience.

Research areas:

  • Preference elicitation: Investigate the negotiators understanding of the preference elicitation method/process and their perceptions of the process and the results.
  • Negotiation strategies: Investigate whether negotiators form a strategy prior to the start of negotiating and what are the possible sources of this strategy formation.
  • Negotiation process: Investigate how negotiators negotiate; are they reflective in terms of their strategies and preferences.
  • Outcomes: Investigate how negotiators perceive and justify the outcomes of the negotiation including their strategies, roles and counterpart effects.
  • Post-settlement: Understand why some users resist post-settlement while others use it.
  • Assessments: Looks at the impacts of the negotiation on its participants and will also focus on how the negotiators perceive the system itself.


In November 2009, approximately 300 students from the above noted universities negotiated with each other for a period of 3 weeks and were then  asked to complete an assignment structured around the negotiation exercise.  Each university will represented one side of a given case scenario.  The case used is called the Itex/Cypress Bicycle case and involves negotiations between a manufacturer and supplier of bicycle parts.Students were given the assignment and the case information one week prior to starting the negotiation. This allowed them to think about the upcoming negotiation and to prepare for it if they wished. To date, all the assignments have been completed and the work of analysing the data has begun.


  • The Effect of User Perceptions of System Features on ENS Assessment, ShiKui Wu & Rustam Vahidov. INR04/10
  • Negotiation Profiles and Concession Patterns, Gregory E. Kersten & ShiKui Wu. INR03/10
  • Why Do Students Negotiate? The Impact of Objectives on Behavior, Process and Outcomes, Gregory E. Kersten, Shikui Wu, & Tomasz Wachowicz. INR02/10
  • Negotiators’ Strategies and Their Concessions, Tomasz Wachowicz & Shikui Wu. INR01/10

  April 9, 2020
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