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Journal cover: International Journal of Conflict Management

International Journal of Conflict Management

ISSN: 1044-4068

Online from: 1990

Subject Area: Management Science/Management Studies

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THE IMPACT OF COMMUNICATION MEDIA ON NEGOTIATION OUTCOMES


Document Information:
Title:THE IMPACT OF COMMUNICATION MEDIA ON NEGOTIATION OUTCOMES
Author(s):Jill M. Purdy, (University of Washington, Tacoma), Pete Nye, (University of Washington, Bothell), P.V. (Sundar) Balakrishnan, (University of Washington, Bothell)
Citation:Jill M. Purdy, Pete Nye, P.V. (Sundar) Balakrishnan, (2000) "THE IMPACT OF COMMUNICATION MEDIA ON NEGOTIATION OUTCOMES", International Journal of Conflict Management, Vol. 11 Iss: 2, pp.162 - 187
Article type:General review
DOI:10.1108/eb022839 (Permanent URL)
Publisher:MCB UP Ltd
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 (face-to-face, videoconference, telephone, and computer-mediated 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.


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