Paper Info
Title
Trust and Understanding in Face-to-Face and Online Negotiations.
Abstract
This study investigates the effects of social presence and synchronicity on the creation of mutual trust and understanding between conflicting parties in negotiations. An experimental study was conducted in which participants negotiated either face-to-face, through synchronous chat or through asynchronous e-mail. The results show that the high social presence in FtF communication seems to enhance the feelings of trust and understanding the negotiator has in the other party compared to the online negotiations, but not the amount of understanding and trust the other party has in him/her. Synchronicity does not seem to have an influence on the negotiation processes since both the synchronous chat and the asynchronous e-mail condition have equal scores on mutual trust and understanding.
Year
DOI
Venue
2014
10.1007/978-3-319-21536-5_4
Lecture Notes in Business Information Processing
Keywords
Field
DocType
Negotiation,Trust,Understanding,Synchronicity,CMC,Chat,E-mail,Face-to-face
Asynchronous communication,Computer science,Face-to-face,Knowledge management,Synchronicity,Feeling,Negotiation
Conference
Volume
ISSN
Citations 
221
1865-1348
0
PageRank 
References 
Authors
0.34
0
3
Name
Order
Citations
PageRank
Yvonne van der Toorn100.34
Per van der Wijst222.08
Debby Damen301.69