Hot Versus Cool Behavioural Styles in Electronic Negotiations: The Impact of Communication Mode
Hot Versus Cool Behavioural Styles in Electronic Negotiations: The Impact of Communication Mode
复制标题
电子谈判中的热行为风格与冷行为风格：沟通模式的影响
DOI：
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发表时间：
2006
期刊：
影响因子：
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通讯作者：
Sabine T. Koeszegi
中科院分区：
文献类型：
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作者：
Eva;Sabine T. Koeszegi
本文研究了同步和异步通信模式对电子谈判的影响。通过应用内容分析，我们比较了在同步和异步设置进行的两个电子谈判模拟的谈判过程。我们的研究结果表明，受试者的沟通行为有显着差异。同步谈判模式导致谈判行为不那么友好，更具情感，更具竞争性。在异步交流模式下，谈判者交流的信息更加私密和面向任务，而且更加友好。这些结果表明，谈判者在异步模式，谁有更多的时间来反映，冷却和控制情绪更好，而谈判者，谁同步通信更多地参与情绪和竞争性的“热”辩论。此外，异步模式下的谈判者对谈判过程和谈判结果更满意。我们的结论是，去个性化和升级的影响可能是由沟通模式，而不是由媒体的能力，以传递社会线索。
In this paper, we study the effects of synchronous and asynchronous communication mode on electronic negotiations. By applying content analysis, we compare the negotiation processes of two e-negotiation simulations conducted in a synchronous and an asynchronous setting. Our results show significant differences in communication behaviour of subjects. Synchronous negotiation mode leads to less friendly, more affective, and more competitive negotiation behaviour. In the asynchronous communication mode, negotiators exchange more private and task-oriented information and are friendlier. These results suggest that negotiators in the asynchronous mode, who have more time to reflect, cool down and control emotions better while negotiators, who communicate synchronously engage more in emotional and competitive “hot” debates. In addition, negotiators in the asynchronous mode are more satisfied with the process and outcome of the negotiation. We conclude that de-individuation and escalating effects might be caused by communication mode rather than by the ability of the media to transmit social cues.