Jan. 4, 1995 to Jan. 7, 1995
H. Pirkul , Sch. of Manage., Georgia Inst. of Technol., Atlanta, GA, USA
V. Jacob , Sch. of Manage., Georgia Inst. of Technol., Atlanta, GA, USA
R. Barhki , Sch. of Manage., Georgia Inst. of Technol., Atlanta, GA, USA
A laboratory experiment was conducted to test the impact of communication medium (computer mediated versus face-to-face) on the performance of three-person groups with an integrative negotiation task. Negotiation process variables this study investigated were: conflict management behavior, judgment accuracy and negotiation time. Negotiation outcome variables considered were joint profit and satisfaction. Results showed that computer-mediated groups used more distributive approach, perceived other group members' priorities less accurately and took more time to reach a group agreement than did groups that used the face-to-face communication medium. It was also found that computer-mediated groups achieved lower joint profit and showed less satisfaction with the communication medium than did face-to-face groups.
negotiation support systems; decision support systems; group decision support systems; groupware; social aspects of automation; computer-mediated communication; group negotiation; laboratory experiment; face-to-face communication; three-person groups; integrative negotiation task; negotiation process variables; conflict management behavior; judgment accuracy; negotiation time; group agreement; computer-mediated groups; lower joint profit
H. Pirkul, V. Jacob, R. Barhki, "Effects of computer-mediated communication on group negotiation: an empirical study", HICSS, 1995, 2014 47th Hawaii International Conference on System Sciences, 2014 47th Hawaii International Conference on System Sciences 1995, pp. 270, doi:10.1109/HICSS.1995.375722