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  • Citation 221442347

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    Alvee Naivd
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    This paper analyzes strategies used in electronic negotiations and classifies them. The authors studied negotiation dialogues to identify common strategies. Four main categories of strategies were discovered: information-seeking, information-providing, concession-making, and commitment. Different combinations of these basic strategies were then classified.

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    This paper analyzes strategies used in electronic negotiations and classifies them. The authors studied negotiation dialogues to identify common strategies. Four main categories of strategies were discovered: information-seeking, information-providing, concession-making, and commitment. Different combinations of these basic strategies were then classified.

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    6 views1 page

    Citation 221442347

    Uploaded by

    Alvee Naivd
    This paper analyzes strategies used in electronic negotiations and classifies them. The authors studied negotiation dialogues to identify common strategies. Four main categories of strategies were discovered: information-seeking, information-providing, concession-making, and commitment. Different combinations of these basic strategies were then classified.

    Copyright:

    © All Rights Reserved
    Download as TXT, PDF, TXT or read online from Scribd
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    Sokolova, Marina & Szpakowicz, Stan. (2005).

    Analysis and Classification of


    Strategies in Electronic Negotiations. 145-157. 10.1007/11424918_16.

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