search query: @author Kersten, G. / total: 5
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| Author: | Bichler, M. Kersten, G. Strecker, S. |
| Title: | Towards a Structured Design of Electronic Negotiations |
| Journal: | Group Decision and Negotiation
2003 : JUL, VOL. 12:4, p. 311-335 |
| Index terms: | COMMUNICATION NEGOTIATION ELECTRONIC DATA INTERCHANGE |
| Language: | eng |
| Abstract: | In this paper, the authors provide a rationale for the engineering approach that allows pragmatic adoption of economic and social sciences perspectives on negotiated decisions for the purpose of supporting and undertaking electronic negotiations. Similarities and differences of different theories that underlie on-going studies of electronic negotiations are identified. This provides a basis for integration of different theories and approaches for the specific purpose of the design of effective electronic negotiations. Drawing on diverse streams of literature in different fields such as economics, management computer, and behavioural sciences, the authors present an example of an integration of three significant streams of theoretical and applied research involving negotiations, traditional auctions and on-line auctions. |
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