Creator of Knowledge
Information Resources Management Association
Advancing the Concepts & Practices of Information Resources Management in Modern Organizations

E-Negotiation Support Systems Overview

E-Negotiation Support Systems Overview
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Author(s): Zhen Wang (National University of Singapore, Singapore), John Lim (National University of Singapore, Singapore) and Elizabeth Koh (National University of Singapore, Singapore)
Copyright: 2009
Pages: 7
Source title: Encyclopedia of Information Science and Technology, Second Edition
Source Author(s)/Editor(s): Mehdi Khosrow-Pour, D.B.A. (Information Resources Management Association, USA)
DOI: 10.4018/978-1-60566-026-4.ch217


View E-Negotiation Support Systems Overview on the publisher's website for pricing and purchasing information.


In this fast moving global working environment, negotiators are benefiting from the pervasive application of computers and networks in the workplace. There is an increasing usage of E-negotiation Support Systems (ENS) in both internal and external negotiations. ENS are computer systems that help negotiators achieve better agreements by enhancing their information processing capabilities and communication with other parties. Recent empirical research on ENS has shown that the employment of ENS facilitates the improvement of the negotiation process and outcome (e.g., Delaney, Foroughi, & Perkins, 1997; Goh, Teo, Wu, &Wei, 2000; Rangaswamy & Shell, 1997). This article identifies the key areas of ENS research, the corresponding constructs, findings and challenges. Finally, it proposes an integrative framework of ENS research for future research.

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