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One purpose of this research is to integrate the various perspectives on e-negotiations, coming from management science, organizational science, computer science, and behavioural science, to mention a few. This includes the construction of a unified classification of negotiation-related concepts that have been defined, over the years, very differently by different researchers and practitioners.

We will study different modes of negotiation, from the traditional face-to-face, through those facilitated by email, enhanced by multimedia, assisted by negotiation support systems to those conducted by autonomous software agents. The effectiveness of the new modes, which are impoverished by the missing human contact but, somewhat paradoxically, enriched by powerful and fast data analysis tools, will be assessed.

We will also study the cultural influences in negotiation, including language, the use of analytical and visualization tools, and the impact of culture on the process and results. We plan to consider such humanistic questions as the issues of trust and the effect of linguistic skills on the success in negotiation.

The experimental work will build on several systems for e-negotiation, which we have developed and also those developed by others. These systems mediate, organize, and even partially conduct, complex negotiations with one, few or many issues, and two or more participants. Such negotiations are not unusual in the traditional mode but still rare in electronic form.

More about the E-negotiation program:

  • Summary and outline of the Electronic negotiations, media and transaction for socio-economic interactions INE SSHRC collaborative initiative.
  • Summary of the project Models and software for multi-user decision-making and conflict resolution.
  • Presentation of the project given to the INE SSHRC Advisory Committee (May 28, 2003; 350kb, pdf)
  • List and short description of the six themes.


January 25, 2005