Negoisst: a negotiation support system for electronic business-to-business negotiations in e-commerce

Electronic negotiations can range from simple offer exchanges to complex communicative acts concerning packages of products and services. In contrast to dominant approaches aiming at automating the negotiation process (e.g. auction models), we introduce the notion of negotiation support for human negotiators conducting complex electronic negotiations. The negotiation support system Negoisst for business-to-business electronic commerce is presented that is based on theories of communication and information systems and that combines communication and document management. Negoisst has been successfully validated for e-negotiations in the construction industry. 2003 Elsevier B.V. All rights reserved.