An
Experimental Study of Electronic Negotiation: Content Analysis
of Verbal
Interactions Focusing on the Effects of Correctability and Exitability T. Hatta & K. Ohbuchi |
Focusing
on two attributes, possibility of correct (correctability) and possibility
of exit (exitability), of the electronic media communication, we
examined whether electronic media negotiation would prompt agreement
by inducing participants to take constructive action such as trade-off,
or to suppress a strong assertion. In a role-play experiment, 80
students negotiated with each other through the e-mail system in
one of four experimental conditions across two levels of correctability
and exitability. It was found that participants who were allowed
to correct messages prior to delivery produced clearer and socially
more acceptable messages than those who were not. When the other
party was able to exit, participants refrained from strong assertion
more often than when it was not. Furthermore, a combination of correctable
and exitable situation prompted agreement. We discuss the socio-psychological
processes producing constructive action in the electronic media negotiation. Key words: electronic negotiation, content analysis, correctability of message, exitability |