Why Dick and Jane Don't Ask: Getting Past Initiation Barriers in Dyadic Negotiations

Relational Orientation of Negotiators: A Study of the Effects on Negotiation Outcomes in Dyadic Negotiations

PsycEXTRA Dataset ◽

10.1037/e673512012-029 ◽

2010 ◽

Author(s):

Ann-Sophie De Pauw

Keyword(s):

Dyadic Negotiations ◽

Relational Orientation

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What are the determinants of interpersonal trust in dyadic negotiations? Meta-analytic evidence and implications for future research

Journal of Trust Research ◽

10.1080/21515581.2017.1285241 ◽

2017 ◽

Vol 7 (1) ◽

pp. 22-50 ◽

Cited By ~ 18

Author(s):

Serena Changhong Lu ◽

Dejun Tony Kong ◽

Donald L. Ferrin ◽

Kurt T. Dirks

Keyword(s):

Interpersonal Trust ◽

Future Research ◽

Dyadic Negotiations

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Fun with Dick and Jane

Rethinking the Reasonable Person ◽

10.1093/acprof:oso/9780199247820.003.0004 ◽

2003 ◽

pp. 92-130

Author(s):

Mayo Moran

Keyword(s):

Dick And Jane

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The Effects of Media Richness on Multilateral Negotiations in a Collaborative Virtual Environment

Journal of Media Psychology Theories Methods and Applications ◽

10.1027/1864-1105.20.2.57 ◽

2008 ◽

Vol 20 (2) ◽

pp. 57-66 ◽

Cited By ~ 6

Author(s):

Sarah Scheck ◽

Katrin Allmendinger ◽

Karin Hamann

Keyword(s):

Virtual Environment ◽

Communication Process ◽

Media Richness ◽

Collaborative Virtual Environment ◽

Text Chat ◽

Audio Channel ◽

Effects Of Media ◽

Dyadic Negotiations ◽

Better Than

Negotiations between three or more parties are more complex than dyadic negotiations concerning the integration of various interests. In this study, we investigated negotiation in a collaborative virtual environment. We focused specifically on communication channels and their impact on negotiation in three-person groups. Three conditions of media richness were varied in the collaborative virtual environment: text chat, audio channel, and a combination of both. Furthermore, various nonverbal signals and a function for taking notes were available to the participants in every condition. The results show that participants in the conditions with audio channel and with audio channel and text chat are more satisfied with the communication process and need less time to find a solution. The quality of the negotiated result does not differ between the conditions. Adding text chat to the audio channel does not enhance the potential of solving negotiation problems. Audio-based communication seems to meet the requirements of negotiating better than text chat in terms of a more satisfying and faster communication process.

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