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date: 17 November 2019

Abstract and Keywords

This article discusses how individuals negotiate differently through different communication channels (face to face, e-mail, videoconference) and determines the influence of those channels on bargaining outcomes. It specifically concentrates on the role of rapport, trust, emotions, and power in negotiations and describes how communication media may influence them. Influences that communication media have on information sharing and social influence behavior are clearly important for predicting negotiation outcomes. Negotiating via lean communication media is likely to reduce the value produced in a negotiation. Reliance on lean media seems to restrain the negotiation process. Lean media improves negotiators' abilities to review and revise their communications with each other. Understanding the implications of media choice for negotiation is likely to be a fruitful avenue for future research.

Keywords: bargaining, e-mail, videoconference, rapport, trust, emotions, power, negotiations, communication media, information sharing

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