B2B Negotiation Support: The Need for a Communication Perspective

Negotiation support is an important challenge for business-to-business e-commerce that is still poorly supported in current information systems. One reason is that negotiation processes are much harder to formalize than the business processes in the fulfilment phase. The goal of this paper is to provide the basis for a formal analysis of different types of electronic negotiations which can help developers of future negotiation support systems. The analysis is performed from a communication perspective, in particular, Habermas’ theory of communicative action. Using this perspective, a distinction can be made between norm-oriented, goal-oriented and document-based negotiation. Whereas traditional modeling methods take a data-oriented view, the theory of communicative action supports a communication-oriented view that provides more insight in the logic of negotiation processes. The analysis forms the basis for the negotiation support prototype implemented within the ESPRIT project MeMo (Mediating and Monitoring Electronic Commerce) which was aimed at B2B e-commerce for SMEs in Europe.