Negotiation communication revisited

Mareike Schoop ()
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Mareike Schoop: University of Hohenheim

Central European Journal of Operations Research, 2021, vol. 29, issue 1, No 8, 163-176

Abstract: Abstract Negotiators communicate with each other and decide on offers or requests. Whilst the decision side of negotiations has long been a focus of negotiation research, the communication side has not been extensively supported. The current paper revisits the need for a communication perspective in business negotiations and reviews current research on negotiation communication. Both strands of relevant work are then integrated to provide a concept of electronic negotiation communication and to discuss how this concept was implemented in the system Negoisst and thus operationalised.

Keywords: Negotiation communication; Electronic negotiation; Language–action perspective; Negoisst (search for similar items in EconPapers)
Date: 2021
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Citations: View citations in EconPapers (3)

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DOI: 10.1007/s10100-020-00730-5

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