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Starting from Scratch: A Multi-Stage Analysis of Remote E-Negotiations

38 Pages Posted: 18 Jan 2011  

Peter Kesting

University of Aarhus - Department of Organisation and Management; Handelshochschule Leipzig (HHL)

Remigiusz Smolinski

University of Aarhus - Department of Organization and Management; Handelshochschule Leipzig (HHL) - Leipzig Graduate School of Management

Date Written: January 11, 2011

Abstract

This paper presents the design and the findings of an experiment in which subjects were asked to conduct remote, computer mediated negotiations with perfect strangers. As a result, we found evidence that: the consecutive phases of the negotiations have been much more heterogeneous than commonly assumed, the negotiators' approach did not converge, but diverge throughout the process, the 'objective' outcome of the negotiation measured by total score depended primarily on the antecedent phase and only indirectly on the concurrent phase, and finally that the negotiating style demonstrated by the parties was mainly important for the relational outcome and was not correlated with their final score. Based on these findings, we propose a comprehensive model of the overall structure of remote negotiations specifying the relationships between the consecutive phases.

Keywords: Electronic negotiation, communication mode, negotiating styles, computer mediated negotiation

JEL Classification: D79

Suggested Citation

Kesting, Peter and Smolinski, Remigiusz, Starting from Scratch: A Multi-Stage Analysis of Remote E-Negotiations (January 11, 2011). Available at SSRN: https://ssrn.com/abstract=1741723 or http://dx.doi.org/10.2139/ssrn.1741723

Peter Kesting

University of Aarhus - Department of Organisation and Management ( email )

Haslegaardsvej 10-12
DK-8210 Aarhus, 8210
Denmark

Handelshochschule Leipzig (HHL) ( email )

Leipzig Graduate School of Management - Departme
Jahnallee 59
04015 Leipzig
Germany
+49 341 9851760 (Phone)

Remigiusz Smolinski (Contact Author)

University of Aarhus - Department of Organization and Management ( email )

Fuglesangs Alle 4
Aarhus V., DK-8210
Denmark

Handelshochschule Leipzig (HHL) - Leipzig Graduate School of Management ( email )

Leipzig Graduate School of Management
Jahnallee 59
04015 Leipzig
Germany

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