Electronic Negotiations: Foundations, Systems, and Processes

  • Gregory KerstenEmail author
  • Hsiangchu Lai
Part of the Advances in Group Decision and Negotiation book series (AGDN, volume 4)


Electronic negotiations are conflict management and resolution processes conducted on the internet and supported with software. This chapter provides a historical overview of software used in conducting negotiations and aiding negotiators. It recognizes the contributions to the design of negotiation models and systems coming from management science, engineering and management information systems as well as the more recent ones coming from psychology, communication research (see the chapter by Schoop, this volume) and computer science (see the chapter by Sycara and Dai, this volume). Special attention is given to the relationship between the design and engineering of e-negotiation systems and the socio-psychological and anthropological aspects of negotiations that involve people. The discussion on e-negotiation systems and processes is grounded in negotiation process models (see the chapter by Koeszegi and Vetschera, this volume), e-negotiation taxonomy, exchange mechanism design, and protocol theory. The chapter reviews and analyses several e-negotiation systems used in business and academia, including negotiation software platforms used in supply chain systems as well as in research and training.


Negotiation Process Technology Acceptance Model Software Agent Negotiation System Alternative Dispute Resolution 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.


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Copyright information

© Springer Science+Business Media B.V. 2010

Authors and Affiliations

  1. 1.InterNeg Research Centre and J. Molson School of BusinessConcordia UniversityMontrealCanada
  2. 2.College of ManagementNational Sun Yat-sen UniversityKaohsiungTaiwan

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