Software requirements negotiation using the software quality function deployment
CRIWG'05 Proceedings of the 11th international conference on Groupware: design, Implementation, and Use
Aspects of innovation theory based on knowledge-management
International Journal of Information Management: The Journal for Information Professionals
International Journal of Information Management: The Journal for Information Professionals
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The purpose of the paper is to investigate under which conditions it can be expected that the negotiation partners substitute a competitive definition of the situation for a cooperative one. A general model for information management in negotiation situations has been developed. Several research propositions focusing on the transformation form a win-lose context to a win-win context are presented. The conditions which the purpose of the paper focus on are summarized in a revised model for information management in negotiation situations.