Bitte verwenden Sie diesen Link, um diese Publikation zu zitieren, oder auf sie als Internetquelle zu verweisen: https://hdl.handle.net/10419/286826 
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Erscheinungsjahr: 
2021
Quellenangabe: 
[Journal:] Central European Journal of Operations Research [ISSN:] 1613-9178 [Volume:] 29 [Issue:] 1 [Publisher:] Springer [Place:] Berlin, Heidelberg [Year:] 2021 [Pages:] 163-176
Verlag: 
Springer, Berlin, Heidelberg
Zusammenfassung: 
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.
Schlagwörter: 
Negotiation communication
Electronic negotiation
Language–action perspective
Negoisst
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