Abstract
In recent years, business negotiations have increasingly been conducted using electronic systems. Such negotiation systems need to provide an added value other than the mere application of information technology to enable complex negotiations via electronic means (see the chapter by Kersten and Lai, this volume). Negotiation support systems aim at this goal but are usually focused either on communication support, on decision support, or on contract management. It will be argued that only an integrative approach can support complex electronic negotiations. The approach implemented in the Negoisst system will be discussed. Various experiments have been conducted with Negoisst to determine its usefulness and benefits compared to traditional negotiation settings (see the chapter by Etezadi, this volume). In particular, the sophisticated communication support has been analysed (see the chapter by Koeszegi and Vetschera, this volume) and the various types of decision support have been evaluated. It will be shown in this chapter that the system offers sophisticated support that can be applied to any industry and product.
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Acknowledgements
I would like to thank my research assistants who have contributed their thoughts, ideas, and dedicated work over the years:
Dr. Frank Koehne and Dr. Dirk Staskiewicz (whose PhD theses covered important topics of electronic negotiation research and who led the technical development of Negoisst for several years),
Dr. Katja Duckek, née Ostertag (whose creative ideas on communication aspects helped to develop Negoisst further and who has contributed much to our courses on negotiation),
Andreas Reiser (who now leads the technical development of Negoisst, who seems to have a never-ending store of interesting ideas that get implemented in Negoisst and whose research has strengthened the decision support of Negoisst),
Aida Jertila (the first PhD student working on Negoisst who implemented many of the original ideas).
I gratefully acknowledge the financial support of the German Science Foundation (DFG) and the German National Academic Foundation (Studienstiftung des deutschen Volkes).
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Schoop, M. (2010). Support of Complex Electronic Negotiations. In: Kilgour, D., Eden, C. (eds) Handbook of Group Decision and Negotiation. Advances in Group Decision and Negotiation, vol 4. Springer, Dordrecht. https://doi.org/10.1007/978-90-481-9097-3_24
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DOI: https://doi.org/10.1007/978-90-481-9097-3_24
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