A Language-Action Approach to Electronic Negotiations

Publikations-Art

Zeitschriftenbeitrag

Autoren

Mareike Schoop

Erscheinungsjahr

2005

Veröffentlicht in

Journal of Systems, Signs & Action

Band/Volume

1/1

Seite (von - bis)

62-79

The current state-of-the-art in electronic negotiations shows a focus on the trade of standardised mostly inexpensive products in fixed networks of suppliers and customers. To overcome these shortcomings, the goal must be to enable the trade of complex and valuable goods and to support many-to-many marketplace for that purpose. Once valuable goods are concerned, the trade process involves negotiations which consist of a number of communicative exchanges. The Language-Action Perspective has proved to be relevant for the analysis and modelling of communication acts. We will show that a LAP approach is indeed useful as the basis for complex negotiations but only if combined with other theoretical and conceptual foundations.