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B2B Negotiation Support: The Need for a Communication Perspective

Author

Listed:
  • Hans Weigand

    (Tilburg University)

  • Mareike Schoop

    (Aachen University of Technology)

  • Aldo de Moor

    (Tilburg University)

  • Frank Dignum

    (Utrecht University)

Abstract

Negotiation support is an important challenge for business-to-business e-commerce that is still poorly supported in current information systems. One reason is that negotiation processes are much harder to formalize than the business processes in the fulfilment phase. The goal of this paper is to provide the basis for a formal analysis of different types of electronic negotiations which can help developers of future negotiation support systems. The analysis is performed from a communication perspective, in particular, Habermas' theory of communicative action. Using this perspective, a distinction can be made between norm-oriented, goal-oriented and document-based negotiation. Whereas traditional modeling methods take a data-oriented view, the theory of communicative action supports a communication-oriented view that provides more insight in the logic of negotiation processes. The analysis forms the basis for the negotiation support prototype implemented within the ESPRIT project MeMo (Mediating and Monitoring Electronic Commerce) which was aimed at B2B e-commerce for SMEs in Europe.

Suggested Citation

  • Hans Weigand & Mareike Schoop & Aldo de Moor & Frank Dignum, 2003. "B2B Negotiation Support: The Need for a Communication Perspective," Group Decision and Negotiation, Springer, vol. 12(1), pages 3-29, January.
    • Handle: RePEc:spr:grdene:v:12:y:2003:i:1:d:10.1023_a:1022294708789
    DOI: 10.1023/A:1022294708789
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    References listed on IDEAS

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    1. Weigand, H. & van den Heuvel, W.J.A.M., 1998. "Meta-patterns for electronic commerce transactions based on FLBC," Other publications TiSEM f82bf2e2-b38b-42b8-969b-5, Tilburg University, School of Economics and Management.
    2. Weigand, H. & de Moor, A., 2001. "A framework for the normative analysis of workflow loops," Other publications TiSEM 5d0a5422-ecb8-483b-b5a6-2, Tilburg University, School of Economics and Management.
    3. Arvind Rangaswamy & G. Richard Shell, 1997. "Using Computers to Realize Joint Gains in Negotiations: Toward an "Electronic Bargaining Table"," Management Science, INFORMS, vol. 43(8), pages 1147-1163, August.
    4. Weigand, H. & Hasselbring, W.H.F., 2000. "An extensible business communication language," Other publications TiSEM b51c15e6-a2ec-4dad-bb5c-6, Tilburg University, School of Economics and Management.
    5. Weigand, H. & de Moor, A., 2001. "A framework for the normative analysis of workflow loops," Other publications TiSEM 1aae537b-afb1-4bf2-9118-0, Tilburg University, School of Economics and Management.
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    Citations

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    Cited by:

    1. William W. Baber, 2018. "Identifying Macro Phases Across the Negotiation Lifecycle," Group Decision and Negotiation, Springer, vol. 27(6), pages 885-903, December.
    2. Junjun Cheng, 2020. "Bidirectional Relationship Progression in Buyer–Seller Negotiations: Evidence from South Korea," Group Decision and Negotiation, Springer, vol. 29(2), pages 293-320, April.
    3. Gregory E. Kersten & Hsiangchu Lai, 2007. "Negotiation Support and E-negotiation Systems: An Overview," Group Decision and Negotiation, Springer, vol. 16(6), pages 553-586, November.
    4. Mareike Schoop & Frank Köhne & Katja Ostertag, 2010. "Communication Quality in Business Negotiations," Group Decision and Negotiation, Springer, vol. 19(2), pages 193-209, March.
    5. Mareike Schoop, 2021. "Negotiation communication revisited," Central European Journal of Operations Research, Springer;Slovak Society for Operations Research;Hungarian Operational Research Society;Czech Society for Operations Research;Österr. Gesellschaft für Operations Research (ÖGOR);Slovenian Society Informatika - Section for Operational Research;Croatian Operational Research Society, vol. 29(1), pages 163-176, March.
    6. Debby Damen & Per Wijst & Marije Amelsvoort & Emiel Krahmer, 2020. "The Effect of Perspective-Taking on Trust and Understanding in Online and Face-to-Face Mediations," Group Decision and Negotiation, Springer, vol. 29(6), pages 1121-1156, December.
    7. Muhammed-Fatih Kaya, 2022. "Pattern Labelling of Business Communication Data," Group Decision and Negotiation, Springer, vol. 31(6), pages 1203-1234, December.
    8. Mareike Schoop & Marije Amelsvoort & Johannes Gettinger & Michael Koerner & Sabine T. Koeszegi & Per Wijst, 2014. "The Interplay of Communication and Decisions in Electronic Negotiations: Communicative Decisions or Decisive Communication?," Group Decision and Negotiation, Springer, vol. 23(2), pages 167-192, March.

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