Please use this identifier to cite or link to this item: https://hdl.handle.net/10419/286826 
Authors: 
Year of Publication: 
2021
Citation: 
[Journal:] Central European Journal of Operations Research [ISSN:] 1613-9178 [Volume:] 29 [Issue:] 1 [Publisher:] Springer [Place:] Berlin, Heidelberg [Year:] 2021 [Pages:] 163-176
Publisher: 
Springer, Berlin, Heidelberg
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.
Subjects: 
Negotiation communication
Electronic negotiation
Language–action perspective
Negoisst
Persistent Identifier of the first edition: 
Creative Commons License: 
cc-by Logo
Document Type: 
Article
Document Version: 
Published Version

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