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The increasingly globalized economy and the omnipresent use of the internet in business communication has amplified the number of negotiations occurring electronically. Internet based negotiation is currently supported by a number of technologies including e-mail, decision support systems, group decision support systems, and negotiation support systems (NSS). NSS usually interface with the user via a natural language system or graphical display. The NSS system used by a negotiator can affect the negotiation outcome as a result of the technological support provided to the individual or group. A NSS system currently in use is the InterNeg INSPIRE (InterNeg Support Program for Intercultural Research) system. This thesis investigated the effect of graphical representation on reaching agreement in bilateral negotiation using the InterNeg INSPIRE NSS system compared to the same system without graphical representation. No difference was observed in the proportion of dyads that reached agreement with graphical representation compared to one without. The number of offers submitted affected the probability of reaching agreement for both models. Affect and feelings of satisfaction were higher for successful negotiations, but appear to be related to the negotiation outcome rather than graphical support. The we/l ratio was determined to be lower for negotiations reaching agreement suggesting that an individualistic orientation, as determined by the relative frequency of singular Reproduced with permission of the copyright owner. Further reproduction prohibited without permission. to plural pronoun use in textual messages, increased the likelihood of reaching agreement for dyads with and without graphical support. The total message size per dyad was observed to be over 300 words greater for successful negotiations without graphical support, but the number of messages was not significantly different. This may reflect a requirement for more extensive textual explanation of the position and offer without graphical support. Settlements equidistant from the opening offers occurred less frequently than biased settlements for both models. Negotiations with graphical support had fewer agreements equidistant from the opening offers than did negotiations without graphical support. Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.

The importance of graphical representation for reaching agreement using the interNeg negotiation support system