The role of communication support for electronic negotiations

Abstract

Each (electronic) negotiation consists of communication and decision making. We will discuss relevant theories for a strong communication support, in particular for electronic negotiations. To this end, we will looks at the research area of communication modelling that has provided the Language-Action Perspective (LAP) with its underlying theories. We will show how LAP can be operationalised for e-negotiations using the negotiation support system Negoisst as the one example having implemented these concepts. In general, we will argue for the vital role of communication support in e-negotiation processes.