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Using Computers to Realize Joint Gains in Negotiations: Toward an "Electronic Bargaining Table"

Citations

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Cited by:

  1. Rudolf Vetschera & Michael Filzmoser & Ronald Mitterhofer, 2014. "An Analytical Approach to Offer Generation in Concession-Based Negotiation Processes," Group Decision and Negotiation, Springer, vol. 23(1), pages 71-99, January.
  2. Rudolf Vetschera, 2006. "Preference Structures of Negotiators and Negotiation Outcomes," Group Decision and Negotiation, Springer, vol. 15(2), pages 111-125, March.
  3. Michael Ströbel & Christof Weinhardt, 2003. "The Montreal Taxonomy for Electronic Negotiations," Group Decision and Negotiation, Springer, vol. 12(2), pages 143-164, March.
  4. 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.
  5. Patton, Charles & Balakrishnan, P.V. (Sundar), 2012. "Negotiating when outnumbered: Agenda strategies for bargaining with buying teams," International Journal of Research in Marketing, Elsevier, vol. 29(3), pages 280-291.
  6. Wilken, Robert & Cornelißen, Markus & Backhaus, Klaus & Schmitz, Christian, 2010. "Steering sales reps through cost information: An investigation into the black box of cognitive references and negotiation behavior," International Journal of Research in Marketing, Elsevier, vol. 27(1), pages 69-82.
  7. Gregory E. Kersten, 2001. "Modeling Distributive and Integrative Negotiations. Review and Revised Characterization," Group Decision and Negotiation, Springer, vol. 10(6), pages 493-514, November.
  8. Ingmar Geiger, 2020. "From Letter to Twitter: A Systematic Review of Communication Media in Negotiation," Group Decision and Negotiation, Springer, vol. 29(2), pages 207-250, April.
  9. Gregory Kersten & Sunil Noronha, 1999. "Negotiation via the World Wide Web: A Cross-cultural Study of Decision Making," Group Decision and Negotiation, Springer, vol. 8(3), pages 251-279, May.
  10. Kaushal Chari & Manish Agrawal, 2007. "Multi-Issue Automated Negotiations Using Agents," INFORMS Journal on Computing, INFORMS, vol. 19(4), pages 588-595, November.
  11. Michael Filzmoser & Johannes R. Gettinger, 2019. "Offer and veto: an experimental comparison of two negotiation procedures," EURO Journal on Decision Processes, Springer;EURO - The Association of European Operational Research Societies, vol. 7(1), pages 83-99, May.
  12. Eva-Maria Pesendorfer & Sabine T. Koeszegi, 2007. "Social Embeddedness in Electronic Negotiations," Group Decision and Negotiation, Springer, vol. 16(4), pages 399-415, July.
  13. G.E. Kersten & S.J. Noronha, 1998. "Negotiation and the Web: Users' Perception and Acceptance," Working Papers ir98002, International Institute for Applied Systems Analysis.
  14. Schilling, Martin S. & Mulford, Matthew, 2007. "In search of value-for-money in collective bargaining: an analytic-interactive mediation process," LSE Research Online Documents on Economics 22694, London School of Economics and Political Science, LSE Library.
  15. Michael J. Hine & Steven A. Murphy & Michael Weber & Gregory Kersten, 2009. "The Role of Emotion and Language in Dyadic E-negotiations," Group Decision and Negotiation, Springer, vol. 18(3), pages 193-211, May.
  16. Hang Yang & Simon Fong, 2013. "Optimizing dynamic supply chain formation in supply mesh using CSET model," Information Systems Frontiers, Springer, vol. 15(4), pages 569-588, September.
  17. Rajiv D. Banker & Robert J. Kauffman, 2004. "50th Anniversary Article: The Evolution of Research on Information Systems: A Fiftieth-Year Survey of the Literature in Management Science," Management Science, INFORMS, vol. 50(3), pages 281-298, March.
  18. Eva-Maria Pesendorfer & Sabine T. Koeszegi, 2006. "Hot Versus Cool Behavioural Styles in Electronic Negotiations: The Impact of Communication Mode," Group Decision and Negotiation, Springer, vol. 15(2), pages 141-155, March.
  19. 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.
  20. Muhammed-Fatih Kaya, 2022. "Pattern Labelling of Business Communication Data," Group Decision and Negotiation, Springer, vol. 31(6), pages 1203-1234, December.
  21. Morris, Michael & Nadler, Janice & Kurtzberg, Terri & Thompson, Leigh, 2000. "Schmooze or Lose: Social Friction and Lubrication in E-Mail Negotiations," Research Papers 1639, Stanford University, Graduate School of Business.
  22. Johannes S. Timmermans & Giampiero E.G. Beroggi, 2004. "An Experimental Assessment of Coleman's Linear System of Action for Supporting Policy Negotiations," Computational and Mathematical Organization Theory, Springer, vol. 10(3), pages 267-285, November.
  23. Haifei Li & Chunbo Huang & Stanley Y.W. Su & Benny Higdon, 2002. "Design and Implementation of Business Objects for Automated Business Negotiations," Group Decision and Negotiation, Springer, vol. 11(1), pages 23-44, January.
  24. Matsatsinis, Nikolaos F. & Samaras, Andreas P., 2001. "MCDA and preference disaggregation in group decision support systems," European Journal of Operational Research, Elsevier, vol. 130(2), pages 414-429, April.
  25. Zhen Wang & John Lim & Xiaojia Guo, 2010. "Negotiator Satisfaction in NSS-Facilitated Negotiation," Group Decision and Negotiation, Springer, vol. 19(3), pages 279-300, May.
  26. S Eom & E Kim, 2006. "A survey of decision support system applications (1995–2001)," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 57(11), pages 1264-1278, November.
  27. Giampiero E.G. Beroggi, 2000. "An Experimental Investigation of Virtual Negotiations with Dynamic Plots," Group Decision and Negotiation, Springer, vol. 9(5), pages 415-429, September.
  28. Johannes Gettinger & Michael Filzmoser & Sabine T. Koeszegi, 2016. "Why can’t we settle again? Analysis of factors that influence agreement prospects in the post-settlement phase," Journal of Business Economics, Springer, vol. 86(4), pages 413-440, May.
  29. Ching-Fen Lee & Pao-Long Chang, 2008. "Evaluations of Tactics for Automated Negotiations," Group Decision and Negotiation, Springer, vol. 17(6), pages 515-539, November.
  30. Frederick Asselin & Brahim Chaib-draa, 2003. "Performance of Software Agents in Non-Transferable Payoff Group Buying," CIRANO Working Papers 2003s-40, CIRANO.
  31. Wilken, Robert & Jacob, Frank & Prime, Nathalie, 2013. "The ambiguous role of cultural moderators in intercultural business negotiations," International Business Review, Elsevier, vol. 22(4), pages 736-753.
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