Department of Management

Peter Kesting

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

Research output: Contribution to conferencePaperResearchpeer-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.
Original languageEnglish
Publication year2013
Publication statusPublished - 2013
EventGroup Decision and Negotiations - Stockholm, Sweden
Duration: 17 Jun 201320 Jun 2013


ConferenceGroup Decision and Negotiations

    Research areas

  • negotiation, communication, electronic negotiations

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ID: 59155501