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E‐Negotiations: Creating a Framework for Online Commercial Negotiations
Author(s) -
Hobson Christopher A.
Publication year - 1999
Publication title -
negotiation journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.238
H-Index - 32
eISSN - 1571-9979
pISSN - 0748-4526
DOI - 10.1111/j.1571-9979.1999.tb00192.x
Subject(s) - negotiation , philosophy of law , political science , business , law and economics , law , sociology , comparative law
E‐Commerce, or purchasing goods or services electronically over the Internet, is having a huge impact on traditional modes of commerce. This essay provides an overview of some of the negotiation models (auctions, state‐your‐price buying, and person‐to‐computer haggling) that are being used by four firms that are leading the E‐Commerce revolution. The author also considers: characteristics of consumers who are engaging in e‐negotiation; matching e‐negotiation models to context; the possibility of integrative negotiation in such transactions; the role of power in e‐negotiation; and suggestions for business managers as they implement e‐negotiation forums.