Bichler, M.; Kersten, Gregory; Strecker, Stefan:

Towards a Structured Design of Electronic Negotiations

In: Group Decision and Negotiation, Jg. 12 (2003) ; Nr. 4, S. 311-335
Zeitschriftenaufsatz / Fach: Wirtschaftswissenschaften
Abstract:
Global communication networks and advances in information technology
	enable the design of infor-mation systems facilitating effective
	formulation and efficient resolution of negotiation problems. Increasingly,
	these systems guide negotiators in clarifying the relevant issues,
	provide media for offer formulation and exchange, and help in achieving
	an agreement. In practice, the task of analysing, modelling, designing
	and implementing electronic negotiation media demands a systematic,
	traceable and reproducible approach. An engineering approach to media
	specification and construction has these characteristics. In this
	paper, we provide a rationale for the engineering approach that allows
	prag-matic 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 inte-gration of different
	theories and approaches for the specific purpose of the design of
	effective elec-tronic negotiations. Drawing on diverse streams of
	literature in different fields such as economics, management, computer,
	and behavioural sciences, we 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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