Skip to main content
Springer Nature Link
Log in

The Role of Communication Support for Electronic Negotiations

  • Conference paper
  • First Online:
Outlooks and Insights on Group Decision and Negotiation (GDN 2015)

Part of the book series: Lecture Notes in Business Information Processing ((LNBIP,volume 218))

Included in the following conference series:

Abstract

Each (electronic) negotiation consists of communication and decision making. We will discuss relevant theories for a strong communication support, in particular for electronic negotiations. To this end, we will looks at the research area of communication modelling that has provided the Language-Action Perspective (LAP) with its underlying theories. We will show how LAP can be operationalised for e-negotiations using the negotiation support system Negoisst as the one example having implemented these concepts. In general, we will argue for the vital role of communication support in e-negotiation processes.

This is a preview of subscription content, log in via an institution to check access.

Access this chapter

Log in via an institution

Subscribe and save

Springer+ Basic
$34.99 /Month
  • Get 10 units per month
  • Download Article/Chapter or eBook
  • 1 Unit = 1 Article or 1 Chapter
  • Cancel anytime
Subscribe now

Buy Now

Chapter
USD 29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever

Tax calculation will be finalised at checkout

Purchases are for personal use only

Institutional subscriptions

Similar content being viewed by others

References

  1. Ströbel, M., Weinhardt, C.: The Montreal taxonomy. Group Decis. Negot. 12, 143–164 (2003)

    Article  Google Scholar 

  2. Schoop, M.: Support of complex electronic negotiations. In: Kilgour, D.M., Eden, C. (eds.) Handbook of Group Decision and Negotiation, pp. 409–423. Springer, Heidelberg (2010)

    Chapter  Google Scholar 

  3. Dannenmann, A., Schoop, M.: Conflict resolution support in electronic negotiations. In: Bernstein, A., Schwabe, G. (eds.) International Conference Wirtschaftsinformatik, paper 31, Zurich (2011)

    Google Scholar 

  4. Jarke, M., Jelassi, M.T., Shakun, M.F.: Mediator: towards a negotiation support system. Eur. J. Oper. Res. 31, 314–334 (1987)

    Article  Google Scholar 

  5. Weigand, H., de Schoop, M., Moor, A., Dignum, F.: B2B negotiation support – the need for a communication perspective. Group Decis. Negot. 12, 3–29 (2003)

    Article  Google Scholar 

  6. Yuan, Y., Rose, J.B., Archer, N.P.: A web-based negotiation support system. Electron. Markets 8, 13–17 (1998)

    Article  Google Scholar 

  7. Schoop, M., Jertila, A., List, T.: Negoisst – a negotiation support system for electronic business-to-business negotiation in e-commerce. Data Knowl. Eng. 45, 371–401 (2003)

    Article  Google Scholar 

  8. Schoop, M., Reiser, A., Duckek, K., Dannenmann, A.: Negoisst – sophisticated support for electronic negotiations. In: Proceedings of Group Decision and Negotiation (2010)

    Google Scholar 

  9. Winograd, T., Flores, F.: Understanding Computers and Cognition – A New Foundation for Design. Addison Wesley, Boston (1987)

    Google Scholar 

  10. Searle, J.R.: Speech Acts – An Essay in the Philosophy of Language. Cambridge University Press, Cambridge (1969)

    Book  Google Scholar 

  11. Habermas, J.: Theorie des Kommunikativen Handelns, vol. 1. Suhrkamp, Frankfurt am Main (1981)

    Google Scholar 

  12. Schoop, M., van Amelsvoort, M., Gettinger, J., Koerner, M., Koeszegi, S.T., van der Wijst, P.: The interplay of communication and decision in electronic negotiations – communicative decision or decisive communication? Group Decis. Negot. 23, 167–192 (2014)

    Article  Google Scholar 

Download references

Author information

Authors and Affiliations

  1. Information Systems I, University of Hohenheim, 70593, Stuttgart, Germany

    Mareike Schoop

Authors
  1. Mareike Schoop
    View author publications

    You can also search for this author in PubMed Google Scholar

Corresponding author

Correspondence to Mareike Schoop .

Editor information

Editors and Affiliations

  1. Warsaw School of Economics, Warsaw, Poland

    Bogumił Kamiński

  2. Concordia University, Montreal, Québec, Canada

    Gregory E. Kersten

  3. Warsaw School of Economics, Warsaw, Poland

    Tomasz Szapiro

Rights and permissions

Reprints and permissions

Copyright information

© 2015 Springer International Publishing Switzerland

About this paper

Cite this paper

Schoop, M. (2015). The Role of Communication Support for Electronic Negotiations. In: Kamiński, B., Kersten, G., Szapiro, T. (eds) Outlooks and Insights on Group Decision and Negotiation. GDN 2015. Lecture Notes in Business Information Processing, vol 218. Springer, Cham. https://doi.org/10.1007/978-3-319-19515-5_22

Download citation

  • DOI: https://doi.org/10.1007/978-3-319-19515-5_22

  • Published:

  • Publisher Name: Springer, Cham

  • Print ISBN: 978-3-319-19514-8

  • Online ISBN: 978-3-319-19515-5

  • eBook Packages: Computer ScienceComputer Science (R0)

Publish with us

Policies and ethics