Today’s economy sets a scenario where it is indispensable to establish agreements, partnerships and alliances, where constant negotiation is necessary. Contrary to past times, when communication was done on a face-to-face basis, today we are faced with a new context where people increasingly interact with the support of technology. This fact has influenced the way social relations are studied and negotiation is one form of social relation that has been influenced by these changes. Even though there is a worldly trend towards the adoption of systems to support negotiation, there still exist some doubts about the benefits of technology in this process. Thus, the essence of this article is an analysis of the main aspects that surround the negotiation, identifying different mechanisms to support this process in an efficient way by using technological devices.
Negotiation; electronic negotiation; electronic negotiation systems; negotiation support systems; automatized negotiation
