A strategy used by partners of the business to conduct an efficient communication that conducts to an agreement. This strategy encompasses the optimal choice of the platforms used to interact with other partner(s), the systems of the e-negotiation and the software agents used that facilitate the negotiation and lead to an agreement.
Published in Chapter:
Business E-Negotiation: Specificities, Tools, and Challenges
Zohra Ghali (Saudi Electronic University, Saudi Arabia & Higher Institute of Management of Tunis, Tunisia) and
Khadija Saidi (Saudi Electronic University, Saudi Arabia)
Copyright: © 2024
|Pages: 21
DOI: 10.4018/979-8-3693-1231-5.ch008
Abstract
The emergence of the Internet and new technologies has upset the world of business. Indeed, nowadays, a growing number of business activities are conducted remotely, particularly business e-negotiation. This book chapter aims to get a better understanding of the concept of business e-negotiation, its specificities, types, and challenges. Its systems and automated agents are also studied. Business e-negotiations meet people from all over the world through various media channels. Negotiating via e-mail and video conference is underlined. In addition, the negotiation systems are also studied. This study provides for negotiators, who would lead online negotiation, interesting insights that consider the particularities of this form of negotiation and prepare the appropriate innovative marketing strategy allowing good progress in the online negotiation process and, consequently, leading to successful agreements.