论文信息 - Multi-stage negotiation support: a conceptual framework

Multi-stage negotiation support: a conceptual framework

Abstract This article presents a multi-stage model for bilateral negotiation support. It continues from the work of Lim and Benbasat [L.H. Lim, I. Benbasat, A theoretical perspective of negotiation support systems, Journal of Management Information Systems 19(3) (1992) 27-44], in which a two-dimensional approach to negotiation support is advocated. Based on that approach, the current work identifies generic types of DSS and communication tools necessary to support the requirements and strategic analyses. An actual system built based on this conceptualisation, is then described.

John Lai Huat Lim

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