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An experimental study of credibility in e-negotiations

✍ Scribed by Maryalice Citera; Russell Beauregard; Takashi Mitsuya

Publisher
John Wiley and Sons
Year
2004
Tongue
English
Weight
99 KB
Volume
22
Category
Article
ISSN
0742-6046

No coin nor oath required. For personal study only.

✦ Synopsis

Abstract

E‐negotiators' credibility was compared to that of face‐to‐face (FTF) negotiators in an integrative bargaining task. Dyads were randomly assigned to negotiate either on the computer or FTF. E‐negotiators perceived their opponents to be less credible and reported less selfcredibility than FTF negotiators. Although lying did not vary significantly from FTF to e‐negotiations, self‐credibility and lying were negatively correlated. E‐negotiators were also more likely to advocate using dishonesty in the future. Consistent with psychological distance theory, skepticism regarding the credibility of e‐negotiators appears warranted. © 2005 Wiley Periodicals, Inc.

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