Nyhart, J.D. with D.K. Samarasan, "Generic Computer Tools as Aids in Negotiation: The Issue of User Adoption", 1990

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Negotiating group can use generic computer tools to aid decision-making and problem solving activities in negotiation management. In attempting to create, apply, and evaluate such computer tools, the authors have had to address the issue of user acceptance. This paper reviews the basic framework of negotiation management and locates the issue of user acceptance within that framework. Focusing on system dynamic simulation models as tools for negotiators, the paper analyzes the reactions of potential and prospective users.

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  • 1990
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