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Taxonomy of Styles, Strategies, and Tactics in E-Negotiations

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Group Decision and Negotiation in the Era of Multimodal Interactions (GDN 2023)

Part of the book series: Lecture Notes in Business Information Processing ((LNBIP,volume 478))

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Abstract

Negotiation are essential in every day’s life, increasingly via electronic media. Due to a huge amount of negotiation styles, strategies, and tactics presented in the literature, it is unclear which combinations of strategies and tactics for a concrete style can be applied in (electronic) negotiations. Therefore, we conducted a systematic literature review identifying combinations of negotiation styles, strategies, and tactics in electronic negotiations. The findings were consolidated into a taxonomy and patterns of the combinations were generated.

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  1. University of Hohenheim, Schwerzstrasse 40, 70599, Stuttgart, Germany

    Marlene Meyer & Mareike Schoop

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  1. Marlene Meyer
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  1. University of Tokyo, Tokyo, Japan

    Yu Maemura

  2. University of Tokyo, Tokyo, Japan

    Masahide Horita

  3. Toronto Metropolitan University, Toronto, ON, Canada

    Liping Fang

  4. Toulouse University, Toulouse, France

    Pascale Zaraté

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Meyer, M., Schoop, M. (2023). Taxonomy of Styles, Strategies, and Tactics in E-Negotiations. In: Maemura, Y., Horita, M., Fang, L., Zaraté, P. (eds) Group Decision and Negotiation in the Era of Multimodal Interactions. GDN 2023. Lecture Notes in Business Information Processing, vol 478. Springer, Cham. https://doi.org/10.1007/978-3-031-33780-2_1

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