B2B Negotiation Support: The Need for a Communication Perspective
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DOI: 10.1023/A:1022294708789
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Cited by:
- 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.
- Muhammed-Fatih Kaya, 2022. "Pattern Labelling of Business Communication Data," Group Decision and Negotiation, Springer, vol. 31(6), pages 1203-1234, December.
- 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.
- 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.
- 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.
- William W. Baber, 2018. "Identifying Macro Phases Across the Negotiation Lifecycle," Group Decision and Negotiation, Springer, vol. 27(6), pages 885-903, December.
- 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.
- Mareike Schoop & Frank Köhne & Katja Ostertag, 2010. "Communication Quality in Business Negotiations," Group Decision and Negotiation, Springer, vol. 19(2), pages 193-209, March.
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Keywords
communicative action; deontic logic; e-commerce; MeMo; negotiation support systems;All these keywords.
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