E-Mediation : Evaluating the Impacts of an Electronic Mediator on Negotiating Behavior

In this article, we report the results of three experiments designed to evaluate the impacts of an electronic negotiation support system (NSS) on negotiating behavior. The NSS is defined in terms of functions performed by mediators. Negotiating behavior is construed in terms of negotiators' flexibility. Each of these concepts - flexibility and mediation functions - is discussed in turn followed by a description of the NSS and experimental-simulation procedures