Look at Me When You Say that : An Electronic Negotiation Simulation

This paper compares the impact of communication media on negotiating outcomes. Subjects negotiate an integrative case, either face-to-face or via e-mail. Average scores and integrativeness are not significantly different in the two media. However, the difference in scores between the two parties is significantly higher in the face-to-face condition than in the e-mail condition. This result suggests that many of the negotiating "tricks" which negotiators have learned in order to glean advantage do not translate to the electronic media