A Communication Perspective on Electronic Negotiation Support Systems: Impacts, Challenges, and Solutions

Publication Type
Contribution to conference
Authors
Mareike Schoop, Frank Köhne, Dirk Staskiewicz
Year of publication
2004
Published in
The 7th International Conference on Business Information Systems
Editor
Abramowicz, Witold
Page (from - to)
530-541
Conference name
7th International Conference on Business Information Systems
Conference location
Poznan, Poland
Abstract

Traditionally, research in electronic negotiation
support has concentrated on the economic efficiency of the process rather than on the communicative features. In this paper, a communication perspective on electronic
negotiation support systems is introduced. It is argued that there must be an integration of communication support and decision support in order to design effective systems and, furthermore, in order to develop measurements to assess the efficiency of negotiation processes. Our arguments will be exemplified using the negotiation support system Negoisst.

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