13 Citations (Scopus)

Abstract

In the current economic turbulence, it is crucial for companies and organizations to attain strategic alliances to respond to new business or collaboration opportunities. Besides the importance of understanding the structures and requirements of such alliances, it is also of extreme importance that the process of negotiation to create those alliances is properly modeled so that the elements that constitute the alliance agreements are accurately represented and the involved risks are mitigated. With this aim, this paper outlines the main requirements of an electronic negotiation support environment in a collaborative network, including a brief analysis of how it can help in reducing the risk potential, considering the relevance of the expectations of the involved partners, and highlighting the importance of a technological support environment.

Original languageEnglish
Title of host publicationTechnological Innovation for Value Creation - Third IFIP WG 5.5/SOCOLNET Doctoral Conference on Computing, Electrical and Industrial Systems, DoCEIS 2012, Proceedings
EditorsL. M. Camarinha-Matos, E. Shahamatnia, G. Nunes
Place of PublicationBerlin, Heidelberg
PublisherSpringer
Pages21-32
Number of pages12
ISBN (Electronic)978-3-642-28255-3
ISBN (Print)978-3-642-28254-6
DOIs
Publication statusPublished - 2 Jul 2012
Event3rd IFIP WG 5.5/SOCOLNET Doctoral Conference on Computing, Electrical and Industrial Systems, DoCEIS 2012 - Costa de Caparica, Portugal
Duration: 27 Feb 201229 Feb 2012

Publication series

NameIFIP Advances in Information and Communication Technology
PublisherSpringer
Volume372
ISSN (Print)1868-4238
ISSN (Electronic)1868-422X

Conference

Conference3rd IFIP WG 5.5/SOCOLNET Doctoral Conference on Computing, Electrical and Industrial Systems, DoCEIS 2012
CountryPortugal
CityCosta de Caparica
Period27/02/1229/02/12

Keywords

  • agreement
  • collaborative networks
  • negotiation environment
  • risks

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