ABSTRACT
In this chapter we bring together all the elements presented in previous chapters to provide a holistic approach to e-negotiations. The evolution in time and the emphasis shifts from one phase to another is what makes each negotiation process dynamic and unique. In an e-negotiation, the environment and people involved are the primary constituents that shape actions and influence the outcome of negotiations. Some people will be more inclined to negotiate due to culture, personality and personal experiences, while others need more exposure and training to acquire the skills to handle negotiations successfully.
