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.
Adrianson, L.
, & Hjelmquist, E. (1991). Group processes in face-to-face and computermediated communication. Behaviour and Information Technology, 10(4), 281-296.
2.
Arrow, H.
(1997). Stability, bi-stability, and instability in small group influence patterns. Journal of Personality and Social Psychology, 72(1), 75-85.
3.
Arunachalam, V.
, & Dilla, W. N. (1992). Computer-mediated communication and structured interaction in transfer pricing negotiation. Journal of Information Systems, 6(2), 149-170.
4.
Arunachalam, V.
, & Dilla, W. N. (1995). Judgment accuracy and outcomes in negotiation: A causal modeling analysis of decision-aiding effects. Organizational Behavior and Human Decision Processes, 61(3), 89-304.
5.
Barsness, Z.
, & Tenbrunsel, A. (1998, June). Technologically mediated communication and negotiation: Do relationships matter? Paper presented at the International Association for Conflict Management conference, College Park, MD.
6.
Bazerman, M. H.
, & Neale, M. A. (1992). Negotiating rationally. New York: Free Press.
7.
Blecherman, B. (1998). Participation constraints on the adoption of fully automated negotiation. Unpublished working paper, Polytechnic University.
8.
Carnevale, P.J.D.
, & Isen, A. M. (1986). The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation. Organizational Behavior and Human Decision Processes, 37, 1-13.
9.
Carnevale, P.J.D.
, & Probst, T. M. (1997). Conflict on the Internet. In S. Kiesler (Ed.), Culture of the Internet (pp. 233-255). Mahwah, NJ: Lawrence Erlbaum.
10.
Carnevale, P.J.D.
, Pruitt, D. J., & Seilheimer, S. (1981). Looking and competing: Accountability and visual access in integrative bargaining. Journal of Personality and Social Psychology, 40, 111-120.
11.
Dubrovsky, V. J.
, Kiesler, S., & Sethna, B. N. (1991). The equalization phenomenon: Status effects in computer-mediated and face-to-face decision-making groups. Human-Computer Interaction, 6, 119-146.
12.
Eliashberg, J.
, Gauvin, S., Lilien, G. L., & Rangaswamy, A. (1992). An experimental study of alternative preparation aids for international negotiations. Group Decision and Negotiation, 1, 243-267.
13.
Fisher, R.
, & Ury, W. (with Patton, B.) (1981). Getting to yes: Negotiating agreement without giving in. New York: Penguin.
14.
Gallupe, R. B.
, Cooper, W. H., Grise, M-L., & Bastianutti, L. M. (1994). Blocking electronic brainstorms. Journal of Applied Psychology, 79(1), 77-86.
15.
Gelfand, M. J., & Christakopoulou, S. (1998). A cultural perspective on judgment biases in negotiation. Unpublished working paper, University of Maryland.
16.
Hightower, R.
, & Sayeed, L. (1996). Effects of communication mode and prediscussion information distribution characteristics on information exchange in groups. Information Systems Research, 7(4), 451-465.
17.
Hiltz, S. R.
, Johnson, K., & Turoff, M. (1986). Experiments in group decision making: Communication process and outcome in face-to-face versus computerized conferences. Human Communication Research, 13(2), 225-252.
18.
Jarke, M. M
, Jelassi, T., & Shakun, M. (1987). MEDIATOR: Toward a negotiation support system. European Journal of Operational Research, 31(3), 314-334.
19.
Jelassi, T. M.
, & Foroughi, A. (1989). Negotiation support systems: An overview of design issues and existing software. Decision Support Systems, 5, 167-181.
20.
Kiesler, S.
, Siegal, J., & McGuire, T. W. (1984). Social psychological aspects of computermediated communication. American Psychologist, 39(10), 1123-1134.
21.
Kiesler, S.
, & Sproull, L. (1991). Group decision making and communication technology. Organizational Behavior and Human Decision Processes, 52, 96-123.
22.
Lewicki, R. J.
, Litterer, J. A., Minton, J. W., & Saunders, D. M. (1997). Negotiation. Burr Ridge, IL: Irwin.
23.
Lewis, S.
, & Fry, W. (1977). Effects of visual access and orientation on the discovery of integrative bargaining alternatives. Organizational Behavior and Human Decision Processes, 20, 75-92.
24.
Marakas, G. M.
, & Elam, J. J. (1997). Creativity enhancement in problem solving: Through software or process?Management Science, 43(8), 1136-1146.
25.
Moore, D. A., Kurtzberg, T. R., Thompson, L. L., & Morris, M. W. (1997). Long and short routes to success in electronically-mediated negotiations: Common ingroup membership and familiarity with opponent. Unpublished working paper, Kellogg Graduate School of Management.
26.
Murnighan, J. K.
(1991). The dynamics of bargaining games. Englewood Cliffs, NJ: Prentice Hall.
27.
Nunamaker, J. F.
, Dennis, A. R., Valacich, J. S., & Vogel, D. R. (1991).Information technology for negotiating groups: Generating options for mutual gain. Management Science, 37(10), 1325-1346.
28.
Raiffa, H.
(1982). The art and science of negotiation. Cambridge, MA: Harvard University Press.
29.
Rangaswamy, A.Eliashberg, J.
, Burke, R. R., & Wind, J. (1989).Developing marketing expert systems: An application to international negotiations. Journal of Marketing, 5, 24-39
30.
Rangaswamy, A.
, & Shell, G. R. (1997).Using computers to realize joint gains in negotiations: Toward an “electronic bargaining table.”Management Science, 43(8), 1147-1163.
Rice, R.
(1987).Computer-mediated communication and organizational innovation. Journal of Communication, 37(4), 65-95.
33.
Samuelson, W. F.
, & Bazerman, M. H. (1985). The winner’s curse in bilateral negotiations. In V. Smith (Ed.), Research in experimental economics (Vol. 3, pp. 105-137). Greenwich, CT: JAI.
34.
Spears, R.
, & Lea, M. (1992). Social influence and the influence of the “social” in computermediated communication. In M. Lea (Ed.), The social contexts of computer-mediated communication (pp. 30-65). Hemel Hempstead: Harvester-Wheatsheaf.
35.
Sproull, L.
, & Kiesler, S. (1991). Connections: New ways of working in the networked organization. Cambridge, MA: MIT Press.
36.
Straus, S. G.
, & McGrath, J. E. (1994).Does the medium matter? The interaction of task type and technology on group performance and member reactions. Journal of Applied Psychology, 79, 87-97.
37.
Thompson, L. L.
(1998). The mind and heart of the negotiator. Englewood Cliffs, NJ: Prentice Hall.
38.
Valacich, J. S.
, Paranka, D., George, J. F., & Nunamaker, J. F. (1993).Communication concurrency and the new media. Communication Research, 20, 249-276.
39.
Valley, K., Moag, J., & Bazerman, M. (1996). “A matter of trust”: Effects of communication on the efficiency and distribution of outcomes. Unpublished working paper, Harvard Business School.
40.
Weisband, S.
, Schneider, S. K., & Connoly, T. (1995).Computer-mediated communication and social information: Status salience and status difference. Academy of Management Journal, 38(4), 1124-1151.
41.
Wichman, H.
(1970).Effects of isolation and communication on cooperation in a two-person game. Journal of Personality and Social Psychology, 16(1), 114-120.
42.
Zwick, R., & Croson, R. (1998). Inter-and intra-cultural negotiations: Hong Kong and the US. Unpublished working paper, The Wharton School.
