Abstract
Negotiation is a decision-making process by which “two or more individuals make joint decisions on how to allocate scarce resources” (Thompson, 1998). The competition for scarce resources exists when people perceive each other as wanting the same scarce resources (Thompson and Gonzalez, 1997). The traditional form of labor negotiation is one whereby parties who compete for these scarce resources conduct negotiations face-to-face.
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Gardner, S., Martz, B. (2002). e-Negotiating. In: Bentzen-Bilkvist, A., Gijselaers, W.H., Milter, R.G. (eds) Educational Innovation in Economics and Business. Educational Innovation in Economics and Business, vol 7. Springer, Dordrecht. https://doi.org/10.1007/978-94-017-1392-4_12
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DOI: https://doi.org/10.1007/978-94-017-1392-4_12
Publisher Name: Springer, Dordrecht
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