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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
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