The use of cognitive maps and case-based reasoning for B2B negotiation

Journal of Management Information Systems

Volumn 22, Issue 4, 2006, Pages 337-376

  Lee, Kun Chang ^a   Kwon, Soon Jae ^a  

^a Sungkyunkwan University   (South Korea)

Author keywords

B2B negotiation; Case based reasoning; Causal relationship; Cognitive map; Primary negotiation terms; Secondary negotiation terms; Tacit knowledge

Indexed keywords

COMPETITIVE INTELLIGENCE; DECISION MAKING; STATISTICAL METHODS;

BUSINESS-TO-BUSINESS (B2B) NEGOTIATION; CASE-BASED REASONING; CAUSAL RELATIONSHIP; PRIMARY NEGOTIATION TERMS; SECONDARY NEGOTIATION TERMS; TACIT KNOWLEDGE;

COGNITIVE SYSTEMS;

EID: 33748589215     PISSN: 07421222     EISSN: None     Source Type: Journal    
DOI: 10.2753/MIS0742-1222220412     Document Type: Article

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