Challenges of electronic negotiation
Electronic negotiation is a complex issue whose exploration requires an interdisciplinary approach. In the framework of contemporary e-business, electronic negotiation has become an integral part of business communication, which differs from traditional face-to-face negotiation in its context. The...
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| Format: | Article |
| Language: | English |
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Faculty of Economics and Business in Osijek
2013-12-01
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| Series: | Ekonomski Vjesnik |
| Subjects: | |
| Online Access: | http://hrcak.srce.hr/file/172168 |
| _version_ | 1797334280266842112 |
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| author | Katija Vojvodić |
| author_facet | Katija Vojvodić |
| author_sort | Katija Vojvodić |
| collection | DOAJ |
| description | Electronic negotiation is a complex issue whose exploration requires an interdisciplinary approach. In the
framework of contemporary e-business, electronic negotiation has become an integral part of business
communication, which differs from traditional face-to-face negotiation in its context. The main aim of
this paper is to examine the key features of electronic negotiation, its advantages and disadvantages, as
well as implications of negotiating through electronic communication channels. Despite the advantages of
electronic negotiation, most managers still prefer face-to-face negotiations although they should combine
the two. The conclusion is that negotiators need to understand and take into consideration the specific
nature of electronic negotiation in order to improve and continually upgrade their negotiating skills. Such
an approach can provide a good basis for the preparation of the negotiator, help in overcoming potential
threats, facilitate a smooth electronic negotiation process, and lead to a successful outcome. |
| first_indexed | 2024-03-08T08:18:30Z |
| format | Article |
| id | doaj.art-8cbd1eb55a724912ae3319128c8f6152 |
| institution | Directory Open Access Journal |
| issn | 0353-359X 1847-2206 |
| language | English |
| last_indexed | 2024-03-08T08:18:30Z |
| publishDate | 2013-12-01 |
| publisher | Faculty of Economics and Business in Osijek |
| record_format | Article |
| series | Ekonomski Vjesnik |
| spelling | doaj.art-8cbd1eb55a724912ae3319128c8f61522024-02-02T06:44:38ZengFaculty of Economics and Business in OsijekEkonomski Vjesnik0353-359X1847-22062013-12-01XXVI2597597Challenges of electronic negotiationKatija VojvodićElectronic negotiation is a complex issue whose exploration requires an interdisciplinary approach. In the framework of contemporary e-business, electronic negotiation has become an integral part of business communication, which differs from traditional face-to-face negotiation in its context. The main aim of this paper is to examine the key features of electronic negotiation, its advantages and disadvantages, as well as implications of negotiating through electronic communication channels. Despite the advantages of electronic negotiation, most managers still prefer face-to-face negotiations although they should combine the two. The conclusion is that negotiators need to understand and take into consideration the specific nature of electronic negotiation in order to improve and continually upgrade their negotiating skills. Such an approach can provide a good basis for the preparation of the negotiator, help in overcoming potential threats, facilitate a smooth electronic negotiation process, and lead to a successful outcome.http://hrcak.srce.hr/file/172168electronic negotiationface-to-face negotiationadvantagesdisadvantagesimplications |
| spellingShingle | Katija Vojvodić Challenges of electronic negotiation Ekonomski Vjesnik electronic negotiation face-to-face negotiation advantages disadvantages implications |
| title | Challenges of electronic negotiation |
| title_full | Challenges of electronic negotiation |
| title_fullStr | Challenges of electronic negotiation |
| title_full_unstemmed | Challenges of electronic negotiation |
| title_short | Challenges of electronic negotiation |
| title_sort | challenges of electronic negotiation |
| topic | electronic negotiation face-to-face negotiation advantages disadvantages implications |
| url | http://hrcak.srce.hr/file/172168 |
| work_keys_str_mv | AT katijavojvodic challengesofelectronicnegotiation |