Trust in Electronic Negotiations

Electronic negotiations are a challenging research topic since, on the one hand, they can benefit from applying efficient information technology techniques while, on the other hand, the current state is still far from satisfying for the users. One of the main problems is that electronic negotiations remove the direct interpersonal element which seems to be so important in traditional negotiations. There will always be contexts in which the electronic form of interaction cannot and indeed should not replace traditional negotiation processes. However, in our experience there are many branches that would use efficient forms of electronic negotiations.