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Title: Differences between E-negotiation and face-to-face negotiation by professional buyers: Analysis of role plays
Authors: Soroush, Negin
Advisors: SWINNEN, Gilbert
FAES, Wouter
Issue Date: 2011
Publisher: UHasselt Diepenbeek
Abstract: In this research, we tried to find out the differences between face-to-face negotiation and E-negotiation. We have done so by examining hypotheses based on the existing literature on negotiations and communication, using a database on negotiations performed by professional buyers in training sessions. Part of the obtained results was based on a face-to-face setting, part of them on an e-mail negotiation setting. We have assessed the obtained results to find out the differences between face-to-face and E-negotiation.
Notes: Master of Management
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Category: T2
Type: Theses and Dissertations
Appears in Collections:Master theses

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