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    The Impact of Information and Computer Based Training on Negotiators' Performance (1990)
    Dordrecht : Periodicals Archive Online (PAO)
    Theory and Decision. 28:3 (1990:May) 331 
    Details
    ISSN: 0040-5833
    Topics: Sociology , Economics
    Notes: GROUP DECISION AND NEGOTIATION SUPPORT SYSTEMS (GDNSS)
    URL: http://gateway.proquest.com/openurl?url_ver=Z39.88-2004&res_dat=xri:pao:&rft_dat=xri:pao:article:n228-1990-028-03-000007
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    Paper (German National Licenses)
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  • 2
    Electronic Resource
    Electronic Resource
    The impact of information and computer based training on negotiators' performance (1990)
    Springer
    Theory and decision 28 (1990), S. 331-354 
    Details
    ISSN: 1573-7187
    Keywords: Negotiation ; Training ; Computer
    Source: Springer Online Journal Archives 1860-2000
    Topics: Sociology , Economics
    Notes: Abstract This paper presents the results of an experiment on negotiation, designed to measure the impact of (1) computerized training and (2) information on negotiators' performance The paper is structured as follows. First, we review the literature on negotiation training. Second, we develop a conceptual framework to link various forms of Negotiation Support Systems to joint and individual negotiation performance. Third, we present the negotiation paradigm — a bilateral monopoly — and the computerized training system we used. Regarding training, our results show an asymmetric impact on individual performance levels and, unexpectedly, a negative impact on negotiators' joint performance. In contrast, more information improves both individual and joint performance. Finally, we discuss these results, and outline further research questions.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1007/BF00162704
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    Paper (German National Licenses)
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  • 3
    Electronic Resource
    Electronic Resource
    An experimental study of alternative preparation aids for international negotiations (1992)
    Springer
    Group decision and negotiation 1 (1992), S. 243-267 
    Details
    ISSN: 1572-9907
    Keywords: international negotiations ; training aids ; knowledge-based systems
    Source: Springer Online Journal Archives 1860-2000
    Topics: Psychology
    Notes: Abstract We test the relative effectiveness of alternative preparation aids in the context of an international negotiation. We consider three forms of training: reading material, a course on negotiation, and an expert system (NEGOTEX) expressly designed to train negotiators. We conducted a laboratory experiment involving 66 pairs of negotiators—one of each pair being American and the other Chinese. Results suggest that in this context, the course had the greatest effect on performance, followed by NEGOTEX, and then followed by reading material. In addition, we found that training effects were additive: multiple forms of training lead to better results than individual forms of training, suggesting that (1) training forms complement and do not substitute for one another, and (2) multiple forms of training should be considered, especially when stakes are high.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1007/BF00126265
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    Paper (German National Licenses)
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  • 4
    Electronic Resource
    Electronic Resource
    Networks of innovators: Evidence from Canadian patents (1995)
    Springer
    Group decision and negotiation 4 (1995), S. 411-428 
    Details
    ISSN: 1572-9907
    Keywords: research and development ; networks ; alliances
    Source: Springer Online Journal Archives 1860-2000
    Topics: Psychology
    Notes: Abstract Various forms of cooperative development have emerged in recent years, in response to increasing competitive pressures, development costs, and complexity. We use data on patents granted by the Canadian government between 1978 and 1989, in order to explore the formation of development coalitions, where two or more firms jointly develop and patent an innovation. Close to 2,600 firms have been involved in development coalitions. These coalitions can be mapped into more than 1,000 independent networks of innovators. The largest network interconnects 711 organizations. The prevalence of development coalitions varies considerably across nations. Two-thirds of the Japanese firms holding more than five patents are involved in at least one development coalition. This figure is less than 20% for Canadian and American firms, and 35% for German firms. Coalitions tend to be domestic rather than international. They also tend to be intra-sectorial, except in Japan where they are more frequently inter-sectorial. Our analysis indicates that Japanese development networks are very loose, just as they are for their American and European counterparts.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1007/BF01384789
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    Paper (German National Licenses)
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