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 InterNeg Research Centre
 Suite MB-014-264
 1450 Guy Street
 Montreal, Quebec H3H 0A1
 Tel: (514) 848-2424-2799
 interneg@jmsb.concordia.ca

GRIN

Global Research on Inspire Negotiations is a planned joint project between the InterNeg Research Centre and five international universities who currently use the Inspire system for teaching purposes.

Members

Canada: Gregory Kersten, Rustam Vahidov, ShiKui Wu, Bo Yu and Eva Chen
Poland: Tomek Wachowicz
Austria: Johannes Gettinger, Maria Surboeck
Taiwan: Hsiangchu Lai
USA: Nitza Escalera

Outline

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
From Wachowicz’s analysis (2009), two factors emerged to explain preference rating. Users based their rating on their perception of the case and their managerial training. We want to investigate the negotiators understanding of the preference elicitation method/process and their perceptions of the process and the results.

Negotiation strategies
From Wachowicz’s analysis (2009), users reported that they follow the Fisher-Ury or Mastenbroek’s principles. However, most users did not specify any strategy. This research will aim to investigate whether negotiators form a strategy prior to the start of negotiating and what are the possible sources of this strategy formation.

Negotiation process
The purpose here is to investigate how negotiators negotiate; are they reflective in terms of their strategies and preferences?

Outcomes
We wish to investigate how negotiators perceive and justify the outcomes of the negotiation including their strategies, roles and counterpart effects.

Post-settlement
From Wachowicz’s analysis (2009), 67% of negotiators rejected the use of post-settlement analysis when better solutions were presented to them by Inspire. We would like to understand why some users resist post-settlement while others use it.

Assessments
This area of research looks at the impacts of the negotiation on its participants and will also focus on how the negotiators perceive the system itself.

Reports and articles

A preliminary study has been conducted (Wachowicz, 2009), and the results has been presented at the InterNeg International Seminar 2009, held in Montreal, Canada.

Major Bibliography

  • Allan, G. (2003). A Critique of Using Grounded Theory as A Research Method. Electronic Journal of Business Research Methods, 2(1), 1-10.
  • Charmaz, K. (2006). Constructing Grounded Theory: A Practical Guide Through Qualitative Analysis. Thousand Oaks, CA: Sage Publications.
  • Glaser, B.G. and Strauss, A.L. (1967). The Discovery of Grounded Theory; Strategies for Qualitative Research. New York: Aldine.
  • Langley, A. (1999). Strategies for Theorizing from Process Data. Academy of Management Review, 24(4), 691-710.
  • Miles, M.B. and Huberman, A. M. (1995). Qualitative Data Analysis, Sage Publications.
  • Patton, M.Q. (2002). Qualitative Research and Evaluation Methods, 3 Edition, Newbury Park: Sage Publications.
  • Qualitative data analysis tool: ATLAS.ti.
  • Strauss, A. and Corbin, J. (1990). Basics of Qualitative Research, Newbury Park: Sage Publications.
 
  September 26, 2017
 
© Copyright 1996-2017 Gregory Kersten & The InterNeg Group
InterNeg Research Centre, Concordia University (Montreal)