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Group Decision and Negotiation
Erschienen in: Group Decision and Negotiation 2/2015

01.03.2015

Mind the Medium: A Qualitative Analysis of Email Negotiation

verfasst von: Jennifer D. Parlamis, Ingmar Geiger

Erschienen in: Group Decision and Negotiation | Ausgabe 2/2015

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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.
Vorheriger Artikel A Foresight Support System Using MCDM Methods

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Fußnoten
1
It is important to note that for multicollinearity reasons we did not include claim value and positive emotion transmission in the regression equation for joint gain. Thus, a strict formal test for these is missing. However, because those two variables’ correlations with joint gain are also insignificant (see Table 3), we are confident that they do not predict joint gain in our data.
 
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Metadaten
Titel
Mind the Medium: A Qualitative Analysis of Email Negotiation
verfasst von
Jennifer D. Parlamis
Ingmar Geiger
Publikationsdatum
01.03.2015
Verlag
Springer Netherlands
Erschienen in
Group Decision and Negotiation / Ausgabe 2/2015
Print ISSN: 0926-2644
Elektronische ISSN: 1572-9907
DOI
https://doi.org/10.1007/s10726-014-9393-7

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