E‐Commerce, or purchasing goods or services electronically over the Internet, is having a huge impact on traditional modes of commerce. This essay provides an overview of some of the negotiation models (auctions, state‐your‐price buying, and person‐to‐computer haggling) that are being used by four firms that are leading the E‐Commerce revolution. The author also considers: characteristics of consumers who are engaging in e‐negotiation; matching e‐negotiation models to context; the possibility of integrative negotiation in such transactions; the role of power in e‐negotiation; and suggestions for business managers as they implement e‐negotiation forums.

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© 1999 Plenum Publishing Corporation. Published under a Creative Commons Attribution-NonCommercial 4.0 International (CC BY-NC 4.0) license.
1999
Plenum Publishing Corporation
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