Negoisst: A Negotiation Support System for Electronic Business-to-Business Negotiations in E-Commerce

Publication Type

Journal contribution

Authors

Mareike Schoop, Aida Jertila, Thomas List

Year of publication

2003

Published in

Data and Knowledge Engineering

Pubisher

Elsevier Science Publishers B. V. , Amsterdam, The Netherlands

Band/Volume

47/3

Page (from - to)

371-401

Electronic negotiations can range from simple offer exchanges to complex communicative acts concerning packages of products and services. In contrast to dominant approaches aiming at automating the negotiation process (e.g. auction models), we introduce the notion of negotiation support for human negotiators conducting complex electronic negotiations. The negotiation support system Negoisst for business-to-business electronic commerce is presented that is based on theories of communication and information systems and that combines communication and document management. Negoisst has been successfully validated for e-negotiations in the construction industry.