Supporting The Negotiation Life Cycle

Topics:
Negotiations and Contracts
Tags:
Computer Negotiation,
Finance,
Free Trade,
Negotiation
Source:
Georgia State University

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Overview: Negotiation is often associated with the strategic posturing prior to agreements among nations or between management and labor. Computer negotiation is often associated with the 'Handshake' protocol between connecting computer modems. In fact, both are types of negotiation behavior. This paper describes processes, products, and perspectives of the negotiation life cycle and applies this framework to show: How different life cycle phases have different support requirements, and how existing tools differ in their level of support for these various phases. The paper illustrates the use of the framework by showing how it can guide the selections of negotiation support tools for a specific negotiation context.

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Format: PDF | Size: 76KB | Date: Feb 2005 | Pages: 12

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