Culture and personality have been two of the most-studied factors in negotiation research, yet only limited evidence has been provided for their impact on negotiation behaviors and outcomes. This dissertation first reviews the development of negotiation research and explores an emergent body of negotiation studies that integrate cognitive and social factors into the examination of the negotiation process (Bazerman, Curhan, Moore, & Valley, 2000). A mental model of dyadic negotiation is proposed to incorporate the principles from social cognition research, whereby negotiation is seen as a cognitive decision-making process with involved parties defining what are appropriate objects of the dispute and what are acceptable behaviors and tactics. Within this framework, negotiator's cultural background, personality, and interpersonal relationship with counterpart jointly determine negotiator's cognitions, which further determine negotiation process (Barry & Friedman, 1998; Thompson, 1990, 1998). / A laboratory experiment is then designed to explore the effects of culture and personality on: (1) negotiator cognitions---the mental representations of the negotiation situation, issues, and negotiation partners, (2) competitive, collaborative, and yielding negotiation behaviors, and (3) economic and affective negotiation outcomes. / Three important negotiator cognitions, win-lose orientation, face-saving, and trust, are empirically tested in this study. Results suggest that negotiator cognitions do mediate the impact of personality and culture on negotiation process. Similarly, the impact of negotiator cognitions on negotiation outcomes is mediated by negotiation behaviors manifested during negotiation. Specifically, final results show that individualistic negotiators tend to perceive negotiation as a win-lose process and agreeable negotiators are more likely to trust their counterparts. Results also show that extraversion, long-term orientation, and collectivism are predictors of face-saving. Moreover, face-saving predicts competitive behavior that leads to higher individual profits while trust determines the level of collaboration that often leads to higher satisfaction. Practical implications and future research are discussed in the final chapter.

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The popularity of global e-business and the rapid development of Web technologies have made e-negotiation an integral part of the daily lives of many managers in all types of business affairs. Moreover, the presence of severe competition has made making business processes both efficient and effective a necessity for enterprises to survive. This has made time pressure a crucial factor in e-negotiation, and hence it is important to understand how time pressure affects the both the process and outcome of e-negotiation. Most of the many studies on time pressure have considered face-to-face negotiations, and the findings therefore cannot be directly applied to the e-negotiation context because the degree of media richness has been shown to affect negotiations. The purpose of this study was to elucidate the effects of time pressure on e-negotiations from three aspects: negotiation strategy, process, and outcome. Though research results did not find the relationship between time pressure and negotiation strategy, we still found the significant negative relationship between time pressure and perceived control over the negotiation. Moreover, we also found that perceived control over the negotiation had significant positive influence on outcome satisfaction.

Negotiation is one of the key elements in the business activity. Traditional approach to negotiation takes place in a face-to-face environment. E-negotiations present all or part of the negotiating processes through the electronic media or digital channels, to transfer data or to help to achieve better negotiation effects. With the rapid development in E-Commerce, the Internet has becoming an important and inevitable channel of trade and business communication, as well as E-negotiations. Therefore, E-negotiation is progressively popularized and valued. In addition to assisting in communication and decision, the other significant contribution to adopt e-negotiation is to collect the complete and detailed data in every negotiation process, as well as the result. We are able to have clearer understanding in negotiation behavior through analyzing the negotiation behavior data, and therefore will be able to proceed to construct the theory of negotiation. The purpose of negotiations is to successfully agree on, explore which negotiation strategies minister to agreements, and to obtain more knowledge in achieving successful negotiations. Likewise, this is the purpose of this research. Inspire is the first web-based e-negotiation system, and built in 1996. The data collected by this system include users¡¦ demographic data, system usage, offers and counter offers, final agreements, strategy adopted, utility values, and so on. This research has collected 700 pairs of one-to-one negotiation activity records from Inspire negotiation support system, and has grouped negotiators into two groups, cooperative and non-cooperative, using the clustering analysis technology. These two groups manifest differences in the aspects of negotiation outcome and negotiation strategy.

With the rapid growth of the Internet, more and more business conducted commercial activities electronically. It brought more and more electronic negotiations. Electronic negotiations solve the time and space problems between negotiators, and they could raise efficiency and effectiveness of negotiation. Furthermore, world-wide Internet access and globalization have increased the amount of international negotiations conducted online. To communicate with others coming from different countries, people maybe force to use non-native language as communication tool. Language usage is an important factor in electronic negotiation. Some studies on language usage on communication and traditional negotiation, and the findings can¡¦t apply to the e-negotiation because of the degree of media richness has been shown to affect negotiations. E-negotiation provides the function of recording negotiation history, and the negotiation history could be used to analyze the negotiation process. This study used content analysis methodology to analyze the strategic behavior of negotiators. This study is an exploration study, and provides four propositions: first, the language usage (native vs. non-native language) will impact e-negotiation behavior. Second, negotiators using native language employ more claiming value strategic behaviors than negotiators using non-native language. Third, compared with non-native language, negotiators will have higher communication effectiveness and efficiency when using native language in negotiation. Forth, compared with non-native language, negotiators will be easier to reach agreement when using native language in negotiation.

With the rapid development of global e-business and the popularity of Web technologies, e-negotiation has become an integral part of daily life for many managers in business. Moreover, female job achievements rose abruptly during these years. As greater numbers of females achieve upper level positions in business, the need to have an understanding of how gender affects negotiation behaviors becomes even more important. An awareness of the clear gender differences can help in managing conflicts in e-negotiations. This study aims to discover some interesting findings about the interdependence of gender and negotiation behaviors by using the research methodologies of explorative research and content analysis. We expect to infer propositions which will be verified in future research and have some contributions. This study also tries to understand if gender has influence on negotiators¡¦ behaviors and to determine whether negotiators¡¦ behaviors have departures in different dyadic composition of gender. This study reveals that females and males have different negotiation behaviors in e-negotiations, and negotiation behaviors are influenced by gender composition. Moreover, there are some differences in detailed negotiation behaviors between females and males in e-negotiations. Negotiators who meet the same gender counterparts have more ¡§reference to relationship¡¨ behavior. When males negotiate with females, they have more ¡§suggest package trade-off¡¨ behaviors. Females have more ¡§show negative emotions¡¨ behaviors in negotiating with males.

The rapid development in global e-business has made the Internet an important and inevitable channel of trade and business communication, including e-negotiations, across countries. To have knowledge of how national culture may affect behavior, decision-making and negotiations is getting more important not only in conducting business but also in daily communications in the Internet age. The purpose of this study is to explore what will be different if people negotiate with counterparts who have different culture background. Will the negotiators behave differently when they negotiate with people who have different cultural background? In order to have more comprehensive understanding of the impact of culture on the actual negotiation behavior of negotiators in a negotiation process, we decided to apply content analysis methodology has been applied to the draft of negotiation interactions collected through the Inspire system which has collected countless records of negotiation activities since 1996.

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Claims negotiation plays an important role in construction claims settlement and disputes resolution. However, claims negotiations are normally conducted inefficiently. Although many research projects have been undertaken on human behaviours in negotiation (e.g. negotiation planning, documentation and negotiation strategies) and computer-aided negotiation, there is not an effective approach to solving such problem. The development of multi-agent systems provides an innovative approach to facilitating claims negotiation, where intelligent agents can negotiate with each other for the real world parties that they represent. The significance of multi-agent systems lies in the fact that they match the fragmented nature of the construction industry. This thesis describes the work of developing a multi-agent system for construction claims negotiation (MASCOT). The objectives are to create an architecture for the agent system, and develop a negotiation mechanism for agent interaction. A conceptual MASCOT model is designed based on a thorough analysis of the nature, characteristics and problems of construction claims negotiation, multi-agent systems negotiation mechanisms, and negotiation theories. A modified Monotonic Concession protocol and the related negotiation strategies which are based on the integration of Zeuthen's risk evaluation model and Bayesian learning model were developed. A prototype was built using the ZEUS agent building toolkit and Java. The system was then assessedin terms of the quality of the negotiation mechanisma nd prototype using critical evaluation criteria and prototype evaluation. The result revealed that the MASCOT system could significantly enhance the efficiency of construction claims negotiation. Furthermore, it is recognised that multi-agent systems have a great potential to solve the fragmentation problem in other construction areas such as scheduling, concurrent engineering; and collaborative design, particularly when the project team members are geographically distributed. This research not only contributes to the improvement of construction claims negotiation, bdt also provides an effective approach for the development of multi-agent 'system negotiation mechanism.