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THE IMPACT OF COMMUNICATION MEDIA ON NEGOTIATION OUTCOMES

THE IMPACT OF COMMUNICATION MEDIA ON NEGOTIATION OUTCOMES Our need to understand the impact of communication media on negotiation is growing as technological advances offer negotiators more communication options. As access to technologies such as computer chat and videoconferencing increases, negotiators are choosing to use or to avoid these media without knowing the impact of their choices on negotiations. This research assesses objective and subjective negotiation outcomes, such as profit and outcome satisfaction, across four communication media with varying levels of media richness facetoface, videoconference, telephone, and computermediated communication. A conceptual framework is offered to illustrate how media richness impacts objective and subjective outcomes. Results suggest that media richness affects required bargaining time, outcome satisfaction and the desire for future negotiation interaction. Thus, the communication media for negotiations should be chosen with care. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png International Journal of Conflict Management Emerald Publishing

THE IMPACT OF COMMUNICATION MEDIA ON NEGOTIATION OUTCOMES

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Publisher
Emerald Publishing
Copyright
Copyright © Emerald Group Publishing Limited
ISSN
1044-4068
DOI
10.1108/eb022839
Publisher site
See Article on Publisher Site

Abstract

Our need to understand the impact of communication media on negotiation is growing as technological advances offer negotiators more communication options. As access to technologies such as computer chat and videoconferencing increases, negotiators are choosing to use or to avoid these media without knowing the impact of their choices on negotiations. This research assesses objective and subjective negotiation outcomes, such as profit and outcome satisfaction, across four communication media with varying levels of media richness facetoface, videoconference, telephone, and computermediated communication. A conceptual framework is offered to illustrate how media richness impacts objective and subjective outcomes. Results suggest that media richness affects required bargaining time, outcome satisfaction and the desire for future negotiation interaction. Thus, the communication media for negotiations should be chosen with care.

Journal

International Journal of Conflict ManagementEmerald Publishing

Published: Feb 1, 2000

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