Negotiation and Power in the Cybercrime Framework

Given the growing prevalence of Internet fraud and its enormous social costs, the goal of this article is to advance theoretical understanding of the power that perpetrators use when influencing victims in fraudulent transactions. Specifically, the article proposes an interactive model, combining the dimensions of power and negotiation from the management and psychology literature. We then examine the moderating effects of the Internet on the communication and fraud process between perpetrator and victim, as well as some of the major tactics employed to appeal to each power type in predominant fraud forms.