A Framework for Online Sales Negotiations of Hospitality and Tourism Services [Summary]
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E-Commerce is having a profound impact on the traditional modes of selling hospitality and tourism services. This article provides an overview of three negotiation models (state your price buying, electronic request for proposals, and bargaining) that have been used by firms leading the industry's e-commerce revolution. In addition, the article considers the possibility of integrative negotiations in such transactions, the allocation of power in e-negotiations, and provides suggestions for sales managers considering application of the new media as a sales channel.