Abstract:
This paper presents empirical findings about group interaction and negotiation behavior in face-to-face and
computer-mediated requi.rem.ents negotiations. The design of a controlled study that investigated group
performance and interaction in face-to-face and several geographically distributed requirements negotiations
IS descnbed first. followed by the presentation of four case studies of requirements negotiation meetings.
Models from the group interaction and negotiation research are applied in a rich behavioral analysis that
reveals an interesting relationship between the geographical location of the group members and negotiation
behavior and outcome. The paper concludes with framing a research hypothesis and a research question worth
investigating in future studies of computer-mediated requirements negotiations.
