Abstract
This article extends the growing body of research on computer-mediated communication to a negotiations setting. The author compares face-to-face negotiation outcomes with computermediated negotiation outcomes using an integrative (win-win) negotiation. There were two main results of interest. First, computer-mediated final agreements are somewhat more integrative than those negotiated face-to-face, suggesting there is no efficiency loss from negotiating long distance using information technology. Second, computer-mediated agreements tend to be significantly more equal than face-to-face agreements.
Original language | English (US) |
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Pages (from-to) | 23-37 |
Number of pages | 15 |
Journal | Simulation and Gaming |
Volume | 30 |
Issue number | 1 |
DOIs | |
State | Published - Dec 1 1999 |
Externally published | Yes |
Keywords
- Bargaining
- Computer mediated
- Face-to-face
- Integrative
- Negotiation