IDEAS home Printed from https://ideas.repec.org/a/spr/grdene/v15y2006i2d10.1007_s10726-006-9025-y.html
   My bibliography  Save this article

Hot Versus Cool Behavioural Styles in Electronic Negotiations: The Impact of Communication Mode

Author

Listed:
  • Eva-Maria Pesendorfer

    (University of Vienna)

  • Sabine T. Koeszegi

    (University of Vienna)

Abstract

In this paper, we study the effects of synchronous and asynchronous communication mode on electronic negotiations. By applying content analysis, we compare the negotiation processes of two e-negotiation simulations conducted in a synchronous and an asynchronous setting. Our results show significant differences in communication behaviour of subjects. Synchronous negotiation mode leads to less friendly, more affective, and more competitive negotiation behaviour. In the asynchronous communication mode, negotiators exchange more private and task-oriented information and are friendlier. These results suggest that negotiators in the asynchronous mode, who have more time to reflect, cool down and control emotions better while negotiators, who communicate synchronously engage more in emotional and competitive “hot” debates. In addition, negotiators in the asynchronous mode are more satisfied with the process and outcome of the negotiation. We conclude that de-individuation and escalating effects might be caused by communication mode rather than by the ability of the media to transmit social cues.

Suggested Citation

  • Eva-Maria Pesendorfer & Sabine T. Koeszegi, 2006. "Hot Versus Cool Behavioural Styles in Electronic Negotiations: The Impact of Communication Mode," Group Decision and Negotiation, Springer, vol. 15(2), pages 141-155, March.
    • Handle: RePEc:spr:grdene:v:15:y:2006:i:2:d:10.1007_s10726-006-9025-y
    DOI: 10.1007/s10726-006-9025-y
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s10726-006-9025-y
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1007/s10726-006-9025-y?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Lee Sproull & Sara Kiesler, 1986. "Reducing Social Context Cues: Electronic Mail in Organizational Communication," Management Science, INFORMS, vol. 32(11), pages 1492-1512, November.
    2. Richard L. Daft & Robert H. Lengel, 1986. "Organizational Information Requirements, Media Richness and Structural Design," Management Science, INFORMS, vol. 32(5), pages 554-571, May.
    3. Arvind Rangaswamy & G. Richard Shell, 1997. "Using Computers to Realize Joint Gains in Negotiations: Toward an "Electronic Bargaining Table"," Management Science, INFORMS, vol. 43(8), pages 1147-1163, August.
    4. Oliver, Richard L. & Balakrishnan, P. V. (Sundar) & Barry, Bruce, 1994. "Outcome Satisfaction in Negotiation: A Test of Expectancy Disconfirmation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 60(2), pages 252-275, November.
    5. Joseph B. Walther, 1995. "Relational Aspects of Computer-Mediated Communication: Experimental Observations over Time," Organization Science, INFORMS, vol. 6(2), pages 186-203, April.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Ingmar Geiger, 2014. "Media Effects on the Formation of Negotiator Satisfaction: The Example of Face-to-Face and Text Based Electronically Mediated Negotiations," Group Decision and Negotiation, Springer, vol. 23(4), pages 735-763, July.
    2. Ingmar Geiger, 2020. "From Letter to Twitter: A Systematic Review of Communication Media in Negotiation," Group Decision and Negotiation, Springer, vol. 29(2), pages 207-250, April.
    3. Michael Filzmoser & Rudolf Vetschera, 2008. "A Classification of Bargaining Steps and their Impact on Negotiation Outcomes," Group Decision and Negotiation, Springer, vol. 17(5), pages 421-443, September.
    4. Mareike Schoop & Frank Köhne & Katja Ostertag, 2010. "Communication Quality in Business Negotiations," Group Decision and Negotiation, Springer, vol. 19(2), pages 193-209, March.
    5. Jennifer D. Parlamis & Ingmar Geiger, 2015. "Mind the Medium: A Qualitative Analysis of Email Negotiation," Group Decision and Negotiation, Springer, vol. 24(2), pages 359-381, March.
    6. Baethge, Caroline, 2016. "Performance in the beauty contest: How strategic discussion enhances team reasoning," Passauer Diskussionspapiere, Betriebswirtschaftliche Reihe B-17-16, University of Passau, Faculty of Business and Economics.
    7. Michael J. Hine & Steven A. Murphy & Michael Weber & Gregory Kersten, 2009. "The Role of Emotion and Language in Dyadic E-negotiations," Group Decision and Negotiation, Springer, vol. 18(3), pages 193-211, May.
    8. Sabine T. Koeszegi & Eva-Maria Pesendorfer & Rudolf Vetschera, 2011. "Data-Driven Phase Analysis of E-negotiations: An Exemplary Study of Synchronous and Asynchronous Negotiations," Group Decision and Negotiation, Springer, vol. 20(4), pages 385-410, July.
    9. Muhammed-Fatih Kaya, 2022. "Pattern Labelling of Business Communication Data," Group Decision and Negotiation, Springer, vol. 31(6), pages 1203-1234, December.
    10. Michele Griessmair & Sabine T. Koeszegi, 2009. "Exploring the Cognitive-Emotional Fugue in Electronic Negotiations," Group Decision and Negotiation, Springer, vol. 18(3), pages 213-234, May.
    11. Christoph Laubert & Jennifer Parlamis, 2019. "Are You Angry (Happy, Sad) or Aren’t You? Emotion Detection Difficulty in Email Negotiation," Group Decision and Negotiation, Springer, vol. 28(2), pages 377-413, April.
    12. Denise Fleck & Roger J. Volkema & Sergio Pereira, 2016. "Dancing on the Slippery Slope: The Effects of Appropriate Versus Inappropriate Competitive Tactics on Negotiation Process and Outcome," Group Decision and Negotiation, Springer, vol. 25(5), pages 873-899, September.
    13. Michael Ahearne & Yashar Atefi & Son K. Lam & Mohsen Pourmasoudi, 2022. "The future of buyer–seller interactions: a conceptual framework and research agenda," Journal of the Academy of Marketing Science, Springer, vol. 50(1), pages 22-45, January.
    14. Lenz, Annika & Kaya, Muhammed & Melzer, Philipp & Schmid, Andreas & Witt, Josepha & Schoop, Mareike, 2019. "Data quality and information loss in standardised interpolated path analysis: Quality measures and guidelines," Hohenheim Discussion Papers in Business, Economics and Social Sciences 08-2019, University of Hohenheim, Faculty of Business, Economics and Social Sciences.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Jennifer D. Parlamis & Ingmar Geiger, 2015. "Mind the Medium: A Qualitative Analysis of Email Negotiation," Group Decision and Negotiation, Springer, vol. 24(2), pages 359-381, March.
    2. Meissner, Jens O., 2005. "Relationship Quality in the Context of Computer-Mediated Communication - A social constructionist approach," Working papers 2005/15, Faculty of Business and Economics - University of Basel.
    3. Sumita Raghuram & Philipp Tuertscher & Raghu Garud, 2010. "Research Note ---Mapping the Field of Virtual Work: A Cocitation Analysis," Information Systems Research, INFORMS, vol. 21(4), pages 983-999, December.
    4. Michele Griessmair & Sabine T. Koeszegi, 2009. "Exploring the Cognitive-Emotional Fugue in Electronic Negotiations," Group Decision and Negotiation, Springer, vol. 18(3), pages 213-234, May.
    5. Eva-Maria Pesendorfer & Sabine T. Koeszegi, 2007. "Social Embeddedness in Electronic Negotiations," Group Decision and Negotiation, Springer, vol. 16(4), pages 399-415, July.
    6. Rajiv D. Banker & Robert J. Kauffman, 2004. "50th Anniversary Article: The Evolution of Research on Information Systems: A Fiftieth-Year Survey of the Literature in Management Science," Management Science, INFORMS, vol. 50(3), pages 281-298, March.
    7. Ingmar Geiger, 2020. "From Letter to Twitter: A Systematic Review of Communication Media in Negotiation," Group Decision and Negotiation, Springer, vol. 29(2), pages 207-250, April.
    8. Cristina B. Gibson & Jennifer L. Gibbs & Taryn L. Stanko & Paul Tesluk & Susan G. Cohen, 2011. "Including the “I” in Virtuality and Modern Job Design: Extending the Job Characteristics Model to Include the Moderating Effect of Individual Experiences of Electronic Dependence and Copresence," Organization Science, INFORMS, vol. 22(6), pages 1481-1499, December.
    9. Brian Whitworth & Brent Gallupe & Robert McQueen, 2000. "A Cognitive Three-Process Model of Computer-Mediated Group Interaction," Group Decision and Negotiation, Springer, vol. 9(5), pages 431-456, September.
    10. Stefan Hoffmann & Tom Joerß & Robert Mai & Payam Akbar, 2022. "Augmented reality-delivered product information at the point of sale: when information controllability backfires," Journal of the Academy of Marketing Science, Springer, vol. 50(4), pages 743-776, July.
    11. Tangirala, Subrahmaniam & Alge, Bradley J., 2006. "Reactions to unfair events in computer-mediated groups: A test of uncertainty management theory," Organizational Behavior and Human Decision Processes, Elsevier, vol. 100(1), pages 1-20, May.
    12. Patton, Charles & Balakrishnan, P.V. (Sundar), 2012. "Negotiating when outnumbered: Agenda strategies for bargaining with buying teams," International Journal of Research in Marketing, Elsevier, vol. 29(3), pages 280-291.
    13. Bernard C. Y. Tan & Kwok-Kee Wei & Richard T. Watson & Danial L. Clapper & Ephraim R. McLean, 1998. "Computer-Mediated Communication and Majority Influence: Assessing the Impact in an Individualistic and a Collectivistic Culture," Management Science, INFORMS, vol. 44(9), pages 1263-1278, September.
    14. Carlos Ferran & Stephanie Watts, 2008. "Videoconferencing in the Field: A Heuristic Processing Model," Management Science, INFORMS, vol. 54(9), pages 1565-1578, September.
    15. Sidhu, Jatinder S. & Volberda, Henk W., 2011. "Coordination of globally distributed teams: A co-evolution perspective on offshoring," International Business Review, Elsevier, vol. 20(3), pages 278-290, June.
    16. Ingmar Geiger, 2014. "Media Effects on the Formation of Negotiator Satisfaction: The Example of Face-to-Face and Text Based Electronically Mediated Negotiations," Group Decision and Negotiation, Springer, vol. 23(4), pages 735-763, July.
    17. Lionel P. Robert & Alan R. Dennis & Manju K. Ahuja, 2008. "Social Capital and Knowledge Integration in Digitally Enabled Teams," Information Systems Research, INFORMS, vol. 19(3), pages 314-334, September.
    18. Wilson, Jeanne M. & Straus, Susan G. & McEvily, Bill, 2006. "All in due time: The development of trust in computer-mediated and face-to-face teams," Organizational Behavior and Human Decision Processes, Elsevier, vol. 99(1), pages 16-33, January.
    19. Dandi, Roberto, 2002. "E-mail and Direct Participation in Decision Making: A Literature Review," MPRA Paper 14397, University Library of Munich, Germany.
    20. Kieran Mathieson, 2007. "Towards a Design Science of Ethical Decision Support," Journal of Business Ethics, Springer, vol. 76(3), pages 269-292, December.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:grdene:v:15:y:2006:i:2:d:10.1007_s10726-006-9025-y. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.