Electronic Negotiations - A Comparison of Different Support Systems
- Autor(en)
- Sabine Koeszegi, Katharina Auer-Srnka, Eva-Maria Pesendorfer
- Abstrakt
This study extends existing research on electronic negotiation support systems with a comparative analysis of two systems, a passive and an active facilitative mediation system. Using a qualitative quantitative analysis of electronic negotiation transcripts of European and Taiwanese negotiators, we investigate both the negotiation process and outcome. We find that active and passive systems have a different impact on communication behavior and concession patterns. Furthermore, we identify three fundamental strategies in electronic negotiations: distributive, integrative, and relationship building strategy. We also find that relationship building and integrative negotiation strategies have a positive effect on the negotiation outcome.
- Organisation(en)
- Institut für Rechnungswesen, Innovation und Strategie
- Journal
- Die Betriebswirtschaft
- Band
- 66
- Seiten
- 441-463
- Anzahl der Seiten
- 23
- ISSN
- 0342-7064
- Publikationsdatum
- 2006
- Peer-reviewed
- Ja
- ÖFOS 2012
- 5020 Wirtschaftswissenschaften
- Link zum Portal
- https://ucrisportal.univie.ac.at/de/publications/d2b55b64-d7f6-4ed5-b7a4-10436f60cfaf