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E-Consulting in Virtual Negotiations

Author

Listed:
  • Robert Davison

    (City University of Hong Kong)

  • Mark Fuller

    (Washington State University)

  • Andrew Hardin

    (Washington State University)

Abstract

In the e-world where many of us live and work, virtual work arrangements will become increasingly commonplace. This paper reports on an exploratory study into the way in which consultants can ply their trade virtually with clients whom they never meet. US-located e-consultants provided advice to Hong Kong-located web site developers on the interface and content aspects of a website that was being developed for an international audience. Extensive analyses of the communication between the consultants and developers is undertaken, in parallel with an analysis of survey data obtained from the two sets of stakeholders. Lessons are drawn for future research and practice.

Suggested Citation

  • Robert Davison & Mark Fuller & Andrew Hardin, 2003. "E-Consulting in Virtual Negotiations," Group Decision and Negotiation, Springer, vol. 12(6), pages 517-535, November.
    • Handle: RePEc:spr:grdene:v:12:y:2003:i:6:d:10.1023_b:grup.0000004256.03294.e3
    DOI: 10.1023/B:GRUP.0000004256.03294.e3
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    References listed on IDEAS

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