Internet technologies are increasingly used in various forms of communication, including negotiations. This paper explores the cultural implications in anonymous interand intra-cultural electronic negotiations. The negotiations were conducted via Inspire, a Web-based negotiation support system, and involved 166 subjects from Austria, Ecuador, Finland, and Switzerland. Hypotheses are formulated ...

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 negotiatio...

In this paper, we highlight the impact of culture on relationships of authority, trust and performance in U.S. -Mexican business alliance negotiations. Using a sample of fifty-five Mexican firms with experience in alliances with U.S. counterparts, we propose cultural foundations to explain the outcomes of these negotiations in terms of governance structure (authority) and relationships (trust) ...

Negotiation in traditional commerce is a complex communication process. Research in negotiation support for electronic commerce has focused on new negotiation protocols such as auctions. However, for peer-to-peer negotiations in business-to-business electronic commerce such protocols are inappropriate. In this paper we present a novel approach to the effective support of electronic negotiations...

This chapter is an attempt to investigate the role of negotiation support systems (NSS) in supporting inter-team negotiations, which have become commonplace for today’s business negotiations. Inter-team negotiations differ from simple dyadic negotiations, and are associated with enormous complexity introduced by the negotiating team dynamics. When there are three or more members in a negotiatin...

An alternative to understanding the negotiating process is to examine techniques that might help to predict the outcomes of negotiations. Accurate predictions of the outcomes of marketing negotiations can help parties to develop better strategies. An example would be a hotel's negotiations to sell rooms for a conference, where the opening offer is viewed to be so high that the potential buyer b...

for a long time, culture has been an influencing parameter in negotiations. growth of international trades and business competitions has increased the importance of negotiations among countries and different cultures. developing new technologies, particularly the use of artificial intelligence in electronic trading areas, has provided us with the application of intelligent agents to resolve cha...

Wanting to relate their interest in the corporation's internal economic activities to the social world beyond the firm, business historians may find the study of consumption a valuable area of research. In Consumption and the l•orld of Goods, John Brewer and Roy Porter make this point that no matter how "entrenched" the field of economic history and how vast the scope of social and cultural his...

The paper shows how to construct language patterns that signal influence strategies and tactical moves corresponding to such strategies. We apply corpus analysis methods to the extraction of certain multiword patterns from the text data of electronic negotiations. The patterns thus acquired become features in the task of classifying those texts. A series of machine learning experiments predicts...

International trade negotiations among national governments and organizations are usually arduous and complicated. We propose a framework that supports government to government negotiation. With this framework, governments can keep track of previous negotiations using a database of negotiation records in an electronic platform. Moreover, the framework supports searching, sharing and learning pa...