Virtual negotiations are expected to differ from face-to-face negotiations in terms of both negotiator behavior and outcomes. Nonetheless, competing theories and mixed results characterize this literature. This paper meta-analytically reviews studies that compared face-to-face negotiation with virtual negotiation (e.g., audio, email/text, video-conferencing). Competing predictions from psychological distance theory and the barrier effect perspective were tested. Overall, results supported the psychological distance theory in that face-to-face negotiations were less hostile and resulted in higher profit than virtual negotiations. Three moderators (negotiation mode, anonymity in virtual negotiation, and further interaction within the experiment) were hypothesized to impact virtual negotiation. While some moderators were significant, they did not completely account for findings across all studies. Results and discussion provide a note of caution for individuals embracing e-business and conducting Internet negotiations as well as suggestions for future research.
Journal of Business and Psychology – Springer Journals
Published: Jun 29, 2005
It’s your single place to instantly
discover and read the research
that matters to you.
Enjoy affordable access to
over 18 million articles from more than
15,000 peer-reviewed journals.
All for just $49/month
Query the DeepDyve database, plus search all of PubMed and Google Scholar seamlessly
Save any article or search result from DeepDyve, PubMed, and Google Scholar... all in one place.
Get unlimited, online access to over 18 million full-text articles from more than 15,000 scientific journals.
Read from thousands of the leading scholarly journals from SpringerNature, Elsevier, Wiley-Blackwell, Oxford University Press and more.
All the latest content is available, no embargo periods.
“Hi guys, I cannot tell you how much I love this resource. Incredible. I really believe you've hit the nail on the head with this site in regards to solving the research-purchase issue.”Daniel C.
“Whoa! It’s like Spotify but for academic articles.”@Phil_Robichaud
“I must say, @deepdyve is a fabulous solution to the independent researcher's problem of #access to #information.”@deepthiw
“My last article couldn't be possible without the platform @deepdyve that makes journal papers cheaper.”@JoseServera