第五章 結論與建議
第三節 未來研究方向與建議
本研究之 Inspire 線上談判系統紀錄有受測者每次出價與傳送訊息的資料內容 與時間，不僅資料量大而且內容繁複，如何利用每組談判互動的紀錄內容，來描 繪出談判雙方所呈現出來的讓步情形(negotiation dance)，提供談判者決策參考，
期望未來應用在電子化談判能縮短談判時間，更快速達成協議。下列有幾點建議 供後續研究參考：
１. 根據談判過程中行為的資料，利用次序相關(sequential pattern)分析出價與傳 送訊息之間的關係，或是達成協議的次序。
２. 在不同文化的情況下，是否會對採取談判策略與談判結果造成影響。
３. 在電子化談判系統中達成協議者其出價的讓步策略是遞增、遞減或是採用平 均策略，何者較容易達成協議。
４. 建立電子化談判系統的策略模式，以供預測談判可能的結果。
參考文獻
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附錄
Inspire 電子化談判實驗系統－前、後測問卷
一、前測問卷
(1) In which year were you born?
A. What gender are you?
B. What is your occupation?
(2) In which country were you born?
(3) In which country do you reside??
(4) Have you lived in any other country for more than two months? Which one(s)?
(5) What was the first language you learned?
(6) Were you told before negotiations:
A. Which country your negotiation partner is from?
B. Who your negotiation partner is?
(7) How often do you access the Internet?
A. If you access the Internet once a week or less, are you planning to use it more often after your initial experience with InterNeg?
(8) How would you rate your experience at negotiating? Very experienced (1)...
No experience(5)
(9) Have you used a negotiation support system or decision support system ever before?
(10) Indicate on the scale below how easy or difficult it was to understand the case?
Extremely easy (1) ...Extremely difficult (5)
(11) After reading the case what agreement do you think you and your counterpart will reach?
A. expected_package：package (ex. Price 4.12 Delivery 30 Payment "30 days after delivery" Returns "Full price" )
B. worst offer you will accept？reserved_package (ex. Price 3.98 Delivery 20 Payment "60 days after delivery" Returns "75% refund with 10%
spoilage" )
(12) Based on the case description you expect negotiations to be: Very friendly (1) ... Very hostile (5)
(13) How easy or difficult was it to assign weights to the different issues?
Extremely easy (1) ... Extremely difficult (5)
(14) How easy or difficult was it to assign weights to the options within each issue?
Extremely easy (1)... Extremely difficult (5)
二、後測問卷
(1) Are you planning to use the Internet more often after your initial experience with InterNeg?
(2) Indicate on the scale below how easy or difficult you found it to use the InterNeg system? Extremely easy (1) ... Extremely difficult (7)
(3) How clear did you find the instructions for the use of InterNeg? Perfectly clear (1) ... Not clear at all (7)
(4) What feature(s) of the InterNeg system did you like the most?
(5) What feature(s) of the InterNeg system did you like the least?
(6) Would you have preferred that InterNeg be available in another language?
Which language(s)?
(7) If you exchanged messages (other than offers), were the messages helpful?
Extremely helpful (1) ... Detrimental to the negotiation (7)
(8) Did you find the rating displayed with your and your partner's offers useful?
Extremely useful (1) ... Detrimental to the negotiation (7)
(9) Did you use the graph representing the history of your negotiations? If you did use the history graph, did you find it (select all that apply)
A. historygraph_informative B. historygraph_influence.me C. historygraph_influence.asses
(10) Did you use the post-settlement mechanism?
A. If you did use the post-settlement mechanism, then did you accept an offer different from your original settlement?
B. would you accept such a mechanisms in a real life negotiations?
(11) Rate your own bargaining strategies:
A. required_informative (1)... (5)
B. required_persuasive (1)... (5) C. required_honest (1)... (5) D. required_exploitative (1)... (5) E. required_cooperative (1)... (5)
(12) If you reached an agreement, how satisfied are you with that agreement?
Extremely satisfied (1) ... Extremely unsatisfied (7)
(13) Did the outcome of the negotiation match what you thought it would be before you began exchanging offers? Completely (1) ... Not at all (7)
(14) How much control did you have over the negotiation process? Very much in control (1) ... Not at all in control (7)
(15) Would you call your negotiations:Very friendly (1) ... Very hostile (7)
(16) How satisified are you with your performance as a negotiatior in this exercise?
Extremely satisfied (1) ... Extremely unsatisfied (7)
(17) Did your partner disclose any of the following during the negotiation: Her/his country?
A. If your partner did not disclose her/his country, what is your best guess?
(enter country/region or continent)
B. If your partner did not disclose his/her identity, do you think that you know the person you were negotiating with?
(18) What can you say about your partner in the negotiations?
A. Informative (1)... Uninformative (5) B. Persuasive (1)... Push-over (5) C. Honest (1)... Deceptive (5)
D. Exploitative (1)... Accommodating (5) E. Cooperative (1)... Self-interested (5) F. Unreliable (1)... Reliable (5)
G. Likable (1)... Unlikeable (5) H. Irrational (1)... Rational (5)
I. Untrustworthy (1)... Trustworthy (5) J. Kind (1)... Unkind (5)
K. Fair (1)... Unfair (5) L. Flexible (1)... Rigid (5)
(19) Was anything done by your opponent during the negotiation a surprise to you?
If Yes, what was it that surprised you?
(20) Would you like to work with your negotiation partner on some other project?
(21) How interested would you be in seeing the partner with whom you negotiated?
Extremely interested (1) ... Not at all interested (5)
(22) Were you able to learn enough about your partner to be able to predict her/his next offer? Learned a lot (1) ... Learned nothing (5)
(23) Did you feel that you understood the priorities of your partner in the negotiation? Always (1) ... Never (5)
(24) Given your experience with InterNeg, would you use a negotiation support system again?(Select all that apply:)
A. required_negoss_practice (True or False) B. required_negoss_prepare (True or False) C. required_negoss_negotiate (True or False)
(25) Please tell us why you would or would not use InterNeg: If you have any further questions, comments, suggestions, we are interested in hearing them. .... Thanks once again.