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Handbook of Group Decision and Negotiation pp 393–408Cite as

The Adoption and Use of Negotiation Systems

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Part of the book series: Advances in Group Decision and Negotiation ((AGDN,volume 4))

Abstract

The purpose of this chapter is to introduce the literature on the adoption and use of Information Systems, consider how it applies to Negotiation Systems, and propose guidelines for modeling their adoption and use. The uniqueness of Negotiation Systems is confirmed by a general review of the difficulties of applying measures of adoption, usage, and success for Information Systems to Negotiation Systems. We provide a general discussion of the important role of affect in negotiation and the impact of incidental emotion on decision-making (see also chapter by Martinovski, this volume). The existence of a counterparty, as well as negotiation affects, means that without major modifications the models of technology acceptance that are used for Information Systems cannot be meaningful in the context of Negotiation Systems. We propose a general conceptual model for adoption of e-negotiation systems incorporating negotiation affects, and use the analysis of a large dataset to provide evidence that our model is valid (see chapters by Kersten and Lai and Schoop, this volume). We conclude by offering some recommendations and guidelines for future research in this field

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Authors and Affiliations

  1. Department of Decision Sciences and MIS, John Molson School of Business, Concordia University, Montreal, Quebec, Canada, H3G 1M8

    Jamshid Etezadi-Amoli

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  1. Jamshid Etezadi-Amoli
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Correspondence to Jamshid Etezadi-Amoli .

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Editors and Affiliations

  1. Dept. Mathematics, Wilfrid Laurier University, University Ave. W. 75, Waterloo, N2L 3C5, Canada

    D. Marc Kilgour

  2. Strathclyde Business School, University of Strathclyde, Glasgow, G4 0QU, United Kingdom

    Colin Eden

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Etezadi-Amoli, J. (2010). The Adoption and Use of Negotiation Systems. In: Kilgour, D., Eden, C. (eds) Handbook of Group Decision and Negotiation. Advances in Group Decision and Negotiation, vol 4. Springer, Dordrecht. https://doi.org/10.1007/978-90-481-9097-3_23

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