Article ID Journal Published Year Pages File Type
552868 Decision Support Systems 2009 12 Pages PDF
Abstract

The communication of affect, the exchange of offers, and the goal of reaching agreement are factors that play key roles in negotiation processes. Although instant messaging (IM) and phone are used for these processes, not much is known about how they influence these key factors. The present study is focused on this issue. By examining natural communication between negotiators who use these media, we find that computer mediation reduces both the amount of affect communicated and concession, which in turn decreases the likelihood of agreement. We also find that the efficacy of affect communicated is significantly reduced by computer mediation.

Related Topics
Physical Sciences and Engineering Computer Science Information Systems
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