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| Author: | Weigand, H. (et al.) |
| Title: | B2B negotiation support: The need for a communication perspective |
| Journal: | Group Decision and Negotiation
2003 : JAN, VOL. 12:1, p. 3-29 |
| Index terms: | Electronic commerce Negotiation Communication Models |
| Freeterms: | e-commerce |
| Language: | eng |
| Abstract: | Negotiation support is an important challenge for business-to-business (B2B) e-commerce that is still poorly supported in current information systems. This paper's goal is to provide the basis for a formal analysis of different types of electronic negotiations which can help developers of future negotiation support systems. The analysis is performed from a communication perspective, in particular, Habermas' theory of communicative action. Using this perspective, a distinction can be made btw. norm-oriented, goal-oriented and document-based negotiation. Whereas traditional modeling methods take a data-oriented view, the theory of communicative action supports a communication-oriented view. The analysis forms the basis for the negotiation support prototype implemented within the ESPRIT project MeMo (Mediating and Monitoring Electronic Commerce) which was aimed at B2B e-commerce for SMEs in Europe. |
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