The impact of communication media on negotiation outcomes
International Journal of Conflict Management, ISSN: 1044-4068, Vol: 11, Issue: 2, Page: 162-187
2000
- 150Citations
- 74Usage
- 146Captures
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Example: if you select the 1-year option for an article published in 2019 and a metric category shows 90%, that means that the article or review is performing better than 90% of the other articles/reviews published in that journal in 2019. If you select the 3-year option for the same article published in 2019 and the metric category shows 90%, that means that the article or review is performing better than 90% of the other articles/reviews published in that journal in 2019, 2018 and 2017.
Citation Benchmarking is provided by Scopus and SciVal and is different from the metrics context provided by PlumX Metrics.
Metrics Details
- Citations150
- Citation Indexes148
- 148
- CrossRef124
- Academic Citation Index (ACI) - airiti2
- Policy Citations2
- 2
- Usage74
- Abstract Views74
- Captures146
- Readers146
- 146
Article Description
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.
Bibliographic Details
https://digitalcommons.tacoma.uw.edu/business_pub/6; https://digitalcommons.tacoma.uw.edu/business_pub/10
http://www.scopus.com/inward/record.url?partnerID=HzOxMe3b&scp=0034355715&origin=inward; http://dx.doi.org/10.1108/eb022839; https://www.emerald.com/insight/content/doi/10.1108/eb022839/full/html; https://digitalcommons.tacoma.uw.edu/business_pub/6; https://digitalcommons.tacoma.uw.edu/cgi/viewcontent.cgi?article=1005&context=business_pub; https://digitalcommons.tacoma.uw.edu/business_pub/10; https://digitalcommons.tacoma.uw.edu/cgi/viewcontent.cgi?article=1009&context=business_pub
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