Institut for Virksomhedsledelse

Peter Kesting

Starting from scratch: A multistage analysis of remote e-negotiations

Publikation: KonferencebidragPaperForskningpeer review

In this paper we are investigating the drivers of the substantial and relational outcome of remote e-negotiations in a one-shot negotiation setting. The investigation is based on a simulation of an integrative, multi-issue negotiation. The findings particularly point to meaning of the pre-negotiation stage in that the negotiation setup is arranged by the parties.
OriginalsprogEngelsk
Udgivelsesår2013
StatusUdgivet - 2013
BegivenhedGroup Decision and Negotiations - Stockholm, Sverige
Varighed: 17 jun. 201320 jun. 2013

Konference

KonferenceGroup Decision and Negotiations
LandSverige
ByStockholm
Periode17/06/201320/06/2013

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