Adoption barriers towards the use of a software for negotiation preparation in organizations

Support systems for negotiations offer great potential in terms of a more structured and intensive preparation as well as the realization of effectiveness and efficiency advantages in negotiations. Although one can observe an increasing digitization in companies, such systems are hardly used in business practice. Thus, the goal of this paper is to identify adoption barriers towards the use of support systems in organizations using the example of a software for negotiation preparation. First experimental pretests, using structural equation analysis, are promising and indicate that lack of top management support, performance doubts, and effort expectancy are the main adoption barriers towards the use of support systems for negotiations in organizations. In order to decrease these adoption barriers, a close collaboration between managers, executives, negotiation experts, software developers, and marketers of negotiation support systems is ultimately a prerequisite for the future success of such systems in organizations.