Electronic Negotiations - A Comparison of Different Support Systems

Autor(en)

Sabine Koeszegi, Katharina Auer-Srnka, Eva-Maria Gillesberger

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://ucris.univie.ac.at/portal/de/publications/electronic-negotiations--a-comparison-of-different-support-systems(d2b55b64-d7f6-4ed5-b7a4-10436f60cfaf).html