Chapter 20 Inter-Team Negotiation Support , Coalition Formation , and Negotiation Outcomes : An Empirical Study

Abstract

This chapter is an attempt to investigate the role of negotiation support systems (NSS) in supporting inter-team negotiations, which have become commonplace for today’s business negotiations. Inter-team negotiations differ from simple dyadic negotiations, and are associated with enormous complexity introduced by the negotiating team dynamics. When there are… (More)

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