ökonomische Bedeutung der Kommunikationsqualität in elektronischen Verhandlungen. Die Autorin zeigt, dass das Ausmaß der … Implikationen für das Management von Verhandlungen sowie für die Gestaltung elektronischer Verhandlungsunterstützung ab. …

Negotiations are of increasing importance in highly regulated sectors, particularly in network industries such as … telecommunications and transport. Negotiating partners in these markets are often not equal with regard to their various sources and … instruments of power. This analysis shows that negotiations are possible and can be efficient for all actors, even when power is …

'Communicating in Global Business Negotiations' presents a new method for the study of communication and negotiation in … international interactions and provides students with the knowledge to conduct negotiations from a geocentric framework by … integrating communication and international business perspectives …

We investigate the effects of voting rules on delay in a multilateral bargaining experiment with costly communication …. Our design is based on a variant of the Baron-Ferejohn framework. Communication takes place after a proposer is selected … and before a proposal is made. In contrast to prior experiments, communication is directly associated with costs in our …