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.
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van der Toorn, Y., van der Wijst, P., Damen, D. (2015). Trust and Understanding in Face-to-Face and Online Negotiations. In: Linden, I., Liu, S., Dargam, F., Hernández, J.E. (eds) Decision Support Systems IV – Information and Knowledge Management in Decision Processes. EWG-DSS EWG-DSS 2014 2014. Lecture Notes in Business Information Processing, vol 221. Springer, Cham. https://doi.org/10.1007/978-3-319-21536-5_4
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DOI: https://doi.org/10.1007/978-3-319-21536-5_4
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