LATER IS BETTER: ISSUE AND OUTCOME DELAYS IN DYADIC NEGOTIATIONS.

2002 ◽  
Vol 2002 (1) ◽  
pp. G1-G6
Author(s):  
SUNGU ARMAGAN ◽  
TAMARA UPTIGROVE ◽  
GERARDO OKHUYSEN
Keyword(s):  
Dyadic Negotiations

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

2017 ◽  
Vol 7 (1) ◽  
pp. 22-50 ◽  
Author(s):  
Serena Changhong Lu ◽  
Dejun Tony Kong ◽  
Donald L. Ferrin ◽  
Kurt T. Dirks
Keyword(s):  
Interpersonal Trust ◽  
Future Research ◽  
Dyadic Negotiations

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

2008 ◽  
Vol 20 (2) ◽  
pp. 57-66 ◽  
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.

Alternative Models of Price Behavior in Dyadic Negotiations: Market Prices, Reservation Prices, and Negotiator Aspirations

1994 ◽  
Vol 57 (3) ◽  
pp. 430-447 ◽  
Author(s):  
Sally Blount White ◽  
Kathleen L. Valley ◽  
Max H. Bazerman ◽  
Margaret A. Neale ◽  
Sharon R. Peck
Keyword(s):  
Price Behavior ◽  
Market Prices ◽  
Alternative Models ◽  
Reservation Prices ◽  
Dyadic Negotiations

The Effect of Level of Negotiation Support Systems and Cultural Diversity on Coalition Formation

2010 ◽  
pp. 1452-1465
Author(s):  
Xiaojia Guo ◽  
John Lim ◽  
Fei Wang
Keyword(s):  
Cultural Diversity ◽  
Coalition Formation ◽  
Support Systems ◽  
Negotiation Support Systems ◽  
Negotiation Support ◽  
Team Members ◽  
Business Negotiations ◽  
Dyadic Negotiations ◽  
Practical Implications

This article is an attempt to investigate the role of negotiation support systems (NSSs) in supporting inter-team negotiations, which have become commonplace for today’s business negotiations. Inter-team negotiations differ from simple dyadic negotiations, and are associated with enormous complexity introduced by the negotiating team dynamics. When there are three or more members in a negotiating team, coalition formation by team members stands out as an intriguing phenomenon, of which cultural diversity is a primary antecedent. NSSs through altering coalition formation dynamics have important impacts on various negotiation outcomes. An experiment was conducted to test our research model and hypotheses. A content analysis was undertaken to measure the extent of coalition formation. Besides the quantitative approach, a qualitative analysis was also conducted to further enhance our exploratory efforts in examining the phenomenon. The results provide initial evidence of the usefulness of NSSs in supporting inter-team negotiations and have both theoretical and practical implications.

scholarly journals The Influences of Deception and Computer-Mediation on Dyadic Negotiations

2007 ◽  
Vol 12 (2) ◽  
pp. 362-383 ◽  
Author(s):  
Gabriel A. Giordano ◽  
Jason S. Stoner ◽  
Robyn L. Brouer ◽  
Joey F. George
Keyword(s):  
Computer Mediation ◽  
Dyadic Negotiations

Negotiation as Social Interaction

2002 ◽  
Vol 27 (1_suppl) ◽  
pp. 39-46 ◽  
Author(s):  
Mara Olekalns
Keyword(s):  
Social Cognition ◽  
Social Interaction ◽  
Negotiation Process ◽  
Cognitive Factors ◽  
Central Question ◽  
Communication Processes ◽  
Negotiation Research ◽  
The Relationship ◽  
Dyadic Negotiations

Why negotiators fail to find and implement mutually beneficial solutions is a central question in negotiation research. In answering this question, researchers have often focused on how situational and cognitive factors shape negotiators' outcomes. The relationship between negotiators' strategies and their subsequent outcomes is relatively less well investigated, although no less informative. In this article, I focus on post-1990 research to highlight some of the insights obtained from exploring communication processes in dyadic negotiations. This discussion identifies not only the need for further research in this field, but also the need to improve our understanding of how dyad composition and social cognition shape the negotiation process and outcomes.

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