A comparison of audio-conferencing and computer conferencing in a dispersed negotiation setting

Efficiency matters!

Abbas Foroughi, William C. Perkins, Leonard Michael Jessup

Research output: Contribution to journalArticle

10 Citations (Scopus)

Abstract

The growing globalization of business is making face-to-face communications, decision-making, and negotiations more the exception than the rule. Internet communication in text-only, audio, and video form are all becoming feasible methods of communication between distantly located parties. However, in order for these new technologies to be used most effectively, more investigation is needed into the impact of various media on decision-making, such as that in negotiation. In particular, negotiators need to have a means of choosing the most appropriate communication medium, based on the amount of richness inherent in the medium, for the particular task at hand. This paper presents the results of an empirical study to examine the effectiveness of a computerized negotiation support system (NSS) in supporting bargaining carried out in a dispersed, but synchronous setting. In the study, pairs of college students, using the NSS, participated in a simulated industrial bargaining scenario that tested the impact of communication media employed and level of conflict on contract outcomes and negotiator attitudes. The subjects, located in separate rooms, played the roles of buyer and seller engaged in negotiations either by telephone (audio-conferencing) or Lotus Notes (computer conferencing). In both low and high conflict, the efficiency aspects of audio-conferencing - a richer medium in which more communication can take place more quickly - overshadowed any negative social cues transmitted.

Original languageEnglish (US)
Pages (from-to)1-26
Number of pages26
JournalJournal of Organizational and End User Computing
Volume17
Issue number3
StatePublished - Jul 2005
Externally publishedYes

Fingerprint

Communication
Decision making
Telephone
Internet
Students
Negotiation support systems
Communication media
Industry
College students
Scenarios
Buyers
Globalization
Empirical study
Face-to-face communication
World Wide Web
Seller

Keywords

  • Audio-conferencing
  • Communication media
  • Computer conferencing
  • Dispersed negotiation
  • Negotiation support systems

ASJC Scopus subject areas

  • Computer Science(all)
  • Management of Technology and Innovation

Cite this

A comparison of audio-conferencing and computer conferencing in a dispersed negotiation setting : Efficiency matters! / Foroughi, Abbas; Perkins, William C.; Jessup, Leonard Michael.

In: Journal of Organizational and End User Computing, Vol. 17, No. 3, 07.2005, p. 1-26.

Research output: Contribution to journalArticle

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