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Mind the Medium: A Qualitative Analysis of Email Negotiation

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  • Jennifer D. Parlamis

    (University of San Francisco)

  • Ingmar Geiger

    (Freie Universität Berlin)

Abstract

Using qualitative analysis of email transcripts, this research investigated the behavioral differences in more or less successful email negotiations. We hypothesized that proactive and reactive medium management, relationship building, positive and negative emotion transmission along with integrative and distributive behaviors would influence joint gain and subjective value in email negotiation dyads. The hypotheses were tested on simulated buyer-seller email negotiations (n = 52 dyads) from a US and a German university. Ordinary least squares regression revealed that value creating behaviors and the total amount of communication increased joint gain while reactive medium management decreased joint gain. Controlling for individual gain and individual target profit, negotiators’ global subjective value of the negotiation was negatively impacted by distributive negotiation behaviors and reactive medium management, as revealed by hierarchical linear modeling. Practical implications and future research are discussed.

Suggested Citation

  • 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.
    • Handle: RePEc:spr:grdene:v:24:y:2015:i:2:d:10.1007_s10726-014-9393-7
    DOI: 10.1007/s10726-014-9393-7
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    References listed on IDEAS

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    Cited by:

    1. 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.
    2. Guo, Wenqian & Lu, Wenxue & Gao, Xinran, 2022. "Exploring configurations of negotiating behaviors in business negotiations: A qualitative comparative analysis," Journal of Business Research, Elsevier, vol. 147(C), pages 435-448.
    3. 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.
    4. 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.

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