Power and Concession in Computer-Mediated Negotiations: An Examination of First Offers

Negotiation is increasingly being conducted over computer media, such as e-mail and instant messaging, because of the potential for time savings and monetary benefits. However, these media can affect negotiators' behaviors as they engage in what is called concession making, which is a process b...

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Bibliographische Detailangaben

Veröffentlicht in:	MIS Quarterly. - Management Information Systems Research Center, University of Minnesota. - 33(2009), 1, Seite 147-170
1. Verfasser:	Johnson, Norman A. (VerfasserIn)
Weitere Verfasser:	Cooper, Randolph B.
Format:	Online-Aufsatz
Sprache:	English
Veröffentlicht:	2009
Zugriff auf das übergeordnete Werk:	MIS Quarterly
Schlagworte:	Computer-mediated negotiation instant messaging (IM) first offers power cooperation theory concession reciprocity norm Mathematics Behavioral sciences Law mehr... Information science Social sciences Business