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Title:
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E-NEG: AN ENVIRONMENT TO PREPARE AND MANAGE RISKS IN NEGOTIATIONS |
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Author(s):
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Sergio Assis Rodrigues , Jano Moreira De Souza |
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ISBN:
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978-972-8939-07-6 |
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Editors:
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Piet Kommers and Pedro Isaías |
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Year:
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2010 |
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Edition:
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Single |
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Keywords:
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Negotiation Support Systems, Risk Management, Visualization Methods, Knowledge Management, Conflict Resolution |
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Type:
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Full Paper |
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First Page:
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257 |
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Last Page:
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264 |
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Language:
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English |
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Cover:
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Full Contents:
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click to dowload 
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Paper Abstract:
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Situations involving negotiations permeate relationships among people both in daily life and in organizations. Besides, negotiation processes are commonly used in solving regular conflicts. Notably, during economical crisis period, enterprises tend to downsize and the remaining professionals have to improve their negotiation skills in order to maintain the organization alive. A good negotiator is the one who finds opportunities even under unexpected events. The ability to anchor agreements is commonly acquired over time; as a result, experienced negotiators have, theoretically, more chances to be successful. Experienced negotiators argue that the preparation stage is crucial to lead successful negotiations. Beginners, however, have difficulties to know when the preparation is well done and frequently they even do not know how to initiate the negotiation modeling. Under these circumstances, an environment was created to help decision-makers through negotiation support systems functionalities. Therefore, the objective of this article is to present characteristics of this environment, which mainly concerns knowledge management, negotiation issues, risk management and visualization methods. In addition, essential results are presented to demonstrate the efficacy of the proposed approach. |
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