Negotiation support systems (NSS) can enhance humans’ performance in negotiations. Much research in this area focuses on finding optimal bids. However, there is little research on human factors in technological negotiation support. We believe an in-depth analysis of the task involving experts and users is needed to build a new generation of NSS focusing on manmachine collaboration. We describe a scenario-based approach to gathering requirements for such a system. We wrote five scenarios containing part of the envisioned functionality in the most important use situations, e.g. face-to-face negotiation, on the phone, collaborative or mobile preparation. We used claims analysis to clarify our design decisions. To evaluate our claims we organized focus groups including six general and six job negotiation experts. The filmed scenarios were used together with two claims each to guide the discussion. Based on the data analysis we constructed 12 design guidelines for NSS.

Individual differences in cognitive style have long been regarded as key factors in the success of information systems (IS) and an important topic for IS development and implementation. However, few empirical studies of cognitive style have been conducted in the discipline of negotiation systems (NS). To draw the attention of NS researchers, this study applied Foxall’s style/involvement model (SIM) to reveal the relationship between users ’ unique cognitive styles and their ENS future use intentions. The theoretical model was tested using empirical data collected from an online laboratory experiment involving 92 subjects. Findings confirmed that underlying differences in individuals ’ adaptiveinnovative styles and involvement levels were associated with significant differences in their future use intention towards ENSs. More specifically, moreinvolved innovators reported the highest future use intention towards ENSs among the four segments. This study not only extends the IS research stream of cognitive style in the context of ENS, but also broadens the knowledge of cognitive styles in the context of information systems by introducing a SIM that has been well examined in the disciplines of social psychology and marketing.

Abstract. We investigate people’s attitudes towards the possible use of mobile negotiation support systems (NSS) in different social contexts and the consequences for their design. For that purpose we developed an online survey based on existing models of technology acceptance. In the questionnaire we showed five filmed scenarios of NSS use contexts. The data collected from 120 respondents, showed (a) that subjective norm is an important factor influencing the intention to use the system and (b) that the acceptance of NSS depends on the use context. Therefore, we argue that NSS should be designed not merely as tools being used in the actual negotiation but as social devices harnessing social networks to provide support in all negotiation phases.