Social acceptance of negotiation support systems: scenario-based exploration with focus groups and online survey

Abstract

We investigate people's attitudes toward the possible use of negotiation support systems (NSS) in different social contexts and the consequences for their design. To explore functional requirements and social acceptance in different use contexts, we followed a threestep approach. In the first step, we conducted a number of focus groups with negotiation experts. Second, we conducted focus groups with potential users. The focus groups were a qualitative exploration of people's ideas about NSS that led to design guidelines for mobile NSS. Third, we conducted an online survey (a) to find out in which situations people consider a mobile NSS socially acceptable, (b) to find the factors and relationships that influence this acceptance in the different situations and social contexts, and (c) to investigate the consequences of people's attitudes toward NSS for the system's design. The data showed that subjective norm is an important factor influencing the intention to use the system and that the acceptance of NSS depends on the use context. Therefore, we argue that NSS should be designed not only merely as tools being used in the actual negotiation but also as social devices harnessing social networks to provide support in all negotiation phases.

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