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Business E-Negotiation: Specificities, Tools, and Challenges
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.
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