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Electronic NegotiationElectronic negotiation is negotiation conducted through electronic communication. Negotiation is a desirable coordination mechanism for electronic markets in anything other than commodities. Electronic negotiation is also beneficial for the coordination of complex interactions among organisations. Most e-business negotiation systems can only support price negotiations (as of 2005). Traditional negotiations typically include discussion of other attributes of a deal, such as delivery terms or payment conditions. This one-dimensional approach is one of the reasons why electronic markets struggle for acceptance. Support for complex multi-attribute negotiations is a critical success factor for the next generation of electronic markets and, more generally, for all types of electronic exchanges.
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