The impact of media on how positive, negative, and neutral communicated affect influence unilateral concessions during negotiations
Authors: Johnson, Norman A; Cooper, Randolph B; Holowczak, Richard D
Journal: European Journal of Information Systems (2016)
DOI: 10.1057/ejis.2016.4
In the online environment, audio and instant messaging (IM) media are quite commonly used by people to communicate with each other and make offers as they negotiate. While we know much about how IM and audio differ, we know very little about how offers that are favorable to the recipient (termed unilateral concessions) are affected by what and how people communicate over these media. The purpose of this study is twofold – (1) to examine how such concessions are influenced by communication that is either neutral, or positive, or negative in affect; and (2) to determine how the use of IM, relative to the use of audio, influences the effects of these types of communication on unilateral concessions. We develop a research model based on prosocial theory, which suggests that negotiators using audio are predisposed to interpret their partners’ motivations and behaviors in a positive (prosocial) light while negotiators using IM are predisposed to interpret their partners’ motivations and behaviors in a negative (competitive) light. We manipulate the use of IM and audio in an experiment designed to test predictions based on this theory. Our work provides theoretical and empirical support…