Computer-Mediated Negotiation of an Escalated Conflict  

Oleh:

Dorado, Miguel A. ; Medina, Francisco J. ; Munduate, Lourdes ; Cisneros, Inmaculada F. J. ; Euwema, Martin

Jenis: Article from Bulletin/Magazine
Dalam koleksi: Small Group Research vol. 33 no. 5 (2009), page 509-524.
Fulltext: 509.pdf (92.2KB)

Isi artikel

This study analyzed style of handling an escalated conflict in a computer-mediated negotiation context. Literature focusing on negotiation and media evidenced two contradictory perspectives. One of them asserted that negotiators are less integrative when interacting in a computer-mediated context. The other perspective affirmed that a barrier in the communication enhances integrativeness. These contrary perspectives motivated the present study. In a computer-mediated negotiation setting a confederate escalated the conflict with the participants in a standardized way. Interactions were recorded and two groups of coders assessed the use of avoiding, compromising, problem solving, accommodating, and forcing. Results showed a higher use of avoiding and a decrease in forcing behavior along the computermediated interaction. Results from revised literature regarding face- to-face context show a different pattern consisting of an increase in forcing behavior and compromising along the encounter. Practical implications of results are discussed.

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