Electronic Negotiation and Behavioral Elements

Abstract

Systems based on information and communication technologies have facilitated the support or automation (partial/complete) of many a task and process, including negotiation. Electronic Negotiation Systems (ENSs), whose genesis and evolution can be traced to software systems of the 1970s, have grown significantly since the advent of the Internet, in terms of both scope and numbers. Yet, given the complexity of negotiation, there is a need for incorporating behavioral elements into ENSs. This chapter, which concerns a two-party negotiation setting,