The Effect of Communication Mode in E-negotiations
نویسندگان
چکیده
In this paper, we study the effects of synchronous and asynchronous communication mode on electronic negotiations. By applying content analysis, we compare the negotiation processes of two e-negotiation simulations conducted in a synchronous and an asynchronous mode. Our results show significant differences in communication behavior of subjects. Synchronous negotiation mode leads to less friendly, more affective and more competitive negotiation behavior. Asynchronous communication mode leads to more exchange of private and task-oriented information and to a more friendly communication style. These results suggest that de-individuation and escalating effects might be caused by communication mode rather than by the ability of the media to transmit social cues.
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