Look at Me When You Say That: An Electronic Negotiation Simulation (1999)
| Venue: | SIMULATION AND GAMING 30(1) |
| Citations: | 14 - 1 self |
BibTeX
@MISC{Croson99lookat,
author = {Rachel T. A. Croson},
title = {Look at Me When You Say That: An Electronic Negotiation Simulation },
year = {1999}
}
OpenURL
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 computer-mediated 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.







