1 Department of Management, Aarhus BSS, Aarhus University2 Department of Management - Department of Business Administration, Department of Management, Aarhus BSS, Aarhus University3 Department of Management, Aarhus BSS, Aarhus University
A multistage analysis of remote e-negotiations
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.