ARE E-BUSINESS TRANSACTIONS REAL NEGOTIATIONS? THE USUAL QUESTION OF POWER AND TRUST

Claude Alavoine; Ferkan Kaplanseren

Makale detayları

ARE E-BUSINESS TRANSACTIONS REAL NEGOTIATIONS? THE USUAL QUESTION OF POWER AND TRUST

Yazarlar:

Claude Alavoine | Ferkan Kaplanseren

Yayıncı:

Sosyal Bilimler Araştırmaları Derneği

Dergi:

International Journal of eBusiness and eGovernment Studies 2012 Vol.4 Issue 2, pp.11-24

Belge Tipi:

Makale

Yayın Tarihi:

11/2012

Belge Dili:

Türkçe

Document ID (Org No.):

2000810496

Sıklık:

İki Yıllık

eISSN:

2146-0744

Özet:

 

Negotiation is a specific form of communication in which the parties enter into
 deliberately, each with clear aims and goals and a mutual dependency towards a
 decision due to be taken at the end of the confrontation. The uncertainty of the
 situation in regards to the other party's intentions and objectives tends to make
 negotiators cautious about the amount and type of information that they should
 exchange. The information transmitted can reveal stakes and interests with effects
 on the balance of power and can allow the other participant to profit from the
 situation.
 In negotiation, trust, which can be considered as a tendency to believe that your
 counterpart will satisfy and respect your expectations, is usually based on mutual
 perceptions exposed all through the interaction but also on previous experiences
 and history of relationship.
 Before and during negotiation, power is established under the influence of
 numerous variables, bringing for the negotiators the essential question of the
 balance of power in the process. A favourable power position can be based on
 many factors that might differ depending on their sources. These can be divided in
 two categories: the ones related to the negotiator himself and the ones connected
 with the situation or the context of the negotiation.
 In e-business relationships, the participants are physically distant and exchange
 information in a communication process different than the usual bargaining
 interaction. E-negotiations involve the use of a computerized environment with
 the possible help of decision support systems or negotiation support systems but 
 also agents or mediators considered as a third party that can facilitate the
 transaction. Because e-negotiations imply information systems and digital media
 together with the usual human involvement and assistance, it is difficult to
 determine exactly how each factor can strongly modify the balance of power, the
 level of trust and eventually facilitate the interaction.
 Therefore, because of the nature and number of parties concerned, from human
 actors to information systems, trust and power are complex issues to investigate in
 e-negotiations. The remaining question is about the nature of the interaction itself,
 can it still be considered as a real negotiation?
 Drawing on concepts from several disciplines, our intention in this paper is to
 clarify the aspects and elements of the causal relationship between the nature and
 exchange of information and the evolution of the balance of power and trust in enegotiations
 in order to uncover new hypotheses for experimental research.

Makale detayları

ARE E-BUSINESS TRANSACTIONS REAL NEGOTIATIONS? THE USUAL QUESTION OF POWER AND TRUST

Yazarlar: Claude Alavoine | Ferkan Kaplanseren

Yayıncı: Sosyal Bilimler Araştırmaları Derneği

Dergi: International Journal of eBusiness and eGovernment Studies 2012 Vol.4 Issue 2, pp.11-24

Belge Tipi: Makale

Yayın Tarihi: 11/2012

Belge Dili: Türkçe

Document ID (Org No.): 2000810496

Sıklık: İki Yıllık

eISSN: 2146-0744

Sayı

Yazarlar:

Claude Alavoine | Ferkan Kaplanseren

Yayıncı:

Sosyal Bilimler Araştırmaları Derneği

Dergi:

International Journal of eBusiness and eGovernment Studies 2012 Vol.4 Issue 2, pp.11-24

Belge Tipi:

Makale

Yayın Tarihi:

11/2012

Belge Dili:

Türkçe

Document ID (Org No.):

2000810496

Sıklık:

İki Yıllık

eISSN:

2146-0744