Group Decision and Negotiation

, Volume 20, Issue 3, pp 293-314

First online:

Negotiation in Strategy Making Teams: Group Support Systems and the Process of Cognitive Change

  • Fran AckermannAffiliated withStrathclyde Business School Email author 
  • , Colin EdenAffiliated withStrathclyde Business School

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This paper reports on the use of a Group Support System (GSS) to explore at a micro level some of the processes manifested when a group is negotiating strategy—processes of social and psychological negotiation. It is based on data from a series of interventions with senior management teams of three operating companies comprising a multi-national organization, and with a joint meeting subsequently involving all of the previous participants. The meetings were concerned with negotiating a new strategy for the global organization. The research involved the analysis of detailed time series data logs that exist as a result of using a GSS that is a reflection of cognitive theory.


Negotiation Group support systems Strategy making