Group Decision and Negotiation

, Volume 12, Issue 6, pp 517–535 | Cite as

E-Consulting in Virtual Negotiations

  • Robert Davison
  • Mark Fuller
  • Andrew Hardin


In the e-world where many of us live and work, virtual work arrangements will become increasingly commonplace. This paper reports on an exploratory study into the way in which consultants can ply their trade virtually with clients whom they never meet. US-located e-consultants provided advice to Hong Kong-located web site developers on the interface and content aspects of a website that was being developed for an international audience. Extensive analyses of the communication between the consultants and developers is undertaken, in parallel with an analysis of survey data obtained from the two sets of stakeholders. Lessons are drawn for future research and practice.

consulting Hong Kong negotiating USA virtual teams 


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Copyright information

© Kluwer Academic Publishers 2003

Authors and Affiliations

  • Robert Davison
    • 1
  • Mark Fuller
    • 2
  • Andrew Hardin
    • 2
  1. 1.Department of Information SystemsCity University of Hong KongKowloon, Hong Kong
  2. 2.School of Accounting, Information Systems, and Business LawWashington State UniversityPullmanUSA

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