Business negotiations in the electronic commerce world
(English)Manuscript (preprint) (Other academic)
The changes in business negotations, when transforming more activites into Internet electronic commerce, are the primare focus in the article. Three interaction models are the basis of the discussion: face-to-face negotiations, reverse e-auctions, and e-agents. Data are examined with a negotiation strategy model, previously evolved by the author. The findings indicate that automated negotiations have a great potential to support or rearrange the long-established negotiation design. Using the e-auction model competently adds up to supplier base competitiveness, better prices, and lowered administrative costs. E-agents are inspiring and may create a future evolution in e-negotiation, although they still are at an infancy stage.
negotiation, electronic commerce, electronic reverse auction, electronic agent, sourcing, buyer-supplier relationship
Engineering and Technology
IdentifiersURN: urn:nbn:se:liu:diva-89651OAI: oai:DiVA.org:liu-89651DiVA: diva2:608659