Trust and Understanding in Face-to-Face And Online Negotiations

Yvonne van der Toorn; Per van der Wijst; Debby Damen

Trust and Understanding in Face-to-Face And Online Negotiations

Yvonne van der Toorn, Per van der Wijst, Debby Damen

Language, Communication and Cognition

Research output: Chapter in Book/Report/Conference proceeding › Chapter › Scientific › peer-review

Abstract

This study investigates the effects of social presence and synchronicity on the creation of mutual trust and understanding between conflicting parties in negotiations. An experimental study was conducted in which participants negotiated either face-to-face, through synchronous chat or through asynchronous e-mail. The results show that the high social presence in FtF communication seems to enhance the feelings of trust and understanding the negotiator has in the other party compared to the online negotiations, but not the amount of understanding and trust the other party has in him/her. Synchronicity does not seem to have an influence on the negotiation processes since both the synchronous chat and the asynchronous e-mail condition have equal scores on mutual trust and understanding.

Original language	English
Title of host publication	Decision Support Systems IV - Information and Knowledge Management in Decision Processes
Subtitle of host publication	Euro Working Group Conferences, EWG-DSS 2014, Toulouse, France, June 10-13, 2014, and Barcelona, Spain, July 13-18, 2014, Revised Selected and Extended Papers
Editors	Isabelle Linden, Shaofeng Liu, Fátima Dargam, Jorge Hernández
Publisher	Springer International Publishing
Pages	37-51
Number of pages	15
Volume	221
Edition	1
ISBN (Electronic)	9783319215365
ISBN (Print)	9783319215358
Publication status	Published - 2014

Keywords

Negotiation
Trust
understanding
Synchronicity
CMC
Chat
E-mail
Face-to-Face

Cite this

van der Toorn, Y., van der Wijst, P., & Damen, D. (2014). Trust and Understanding in Face-to-Face And Online Negotiations. In I. Linden, S. Liu, F. Dargam, & J. Hernández (Eds.), Decision Support Systems IV - Information and Knowledge Management in Decision Processes: Euro Working Group Conferences, EWG-DSS 2014, Toulouse, France, June 10-13, 2014, and Barcelona, Spain, July 13-18, 2014, Revised Selected and Extended Papers (1 ed., Vol. 221, pp. 37-51). Springer International Publishing.

van der Toorn, Yvonne ; van der Wijst, Per ; Damen, Debby. / Trust and Understanding in Face-to-Face And Online Negotiations. Decision Support Systems IV - Information and Knowledge Management in Decision Processes: Euro Working Group Conferences, EWG-DSS 2014, Toulouse, France, June 10-13, 2014, and Barcelona, Spain, July 13-18, 2014, Revised Selected and Extended Papers. editor / Isabelle Linden ; Shaofeng Liu ; Fátima Dargam ; Jorge Hernández. Vol. 221 1. ed. Springer International Publishing, 2014. pp. 37-51

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van der Toorn, Y, van der Wijst, P & Damen, D 2014, Trust and Understanding in Face-to-Face And Online Negotiations. in I Linden, S Liu, F Dargam & J Hernández (eds), Decision Support Systems IV - Information and Knowledge Management in Decision Processes: Euro Working Group Conferences, EWG-DSS 2014, Toulouse, France, June 10-13, 2014, and Barcelona, Spain, July 13-18, 2014, Revised Selected and Extended Papers. 1 edn, vol. 221, Springer International Publishing, pp. 37-51.

Trust and Understanding in Face-to-Face And Online Negotiations. / van der Toorn, Yvonne; van der Wijst, Per ; Damen, Debby.
Decision Support Systems IV - Information and Knowledge Management in Decision Processes: Euro Working Group Conferences, EWG-DSS 2014, Toulouse, France, June 10-13, 2014, and Barcelona, Spain, July 13-18, 2014, Revised Selected and Extended Papers. ed. / Isabelle Linden; Shaofeng Liu; Fátima Dargam; Jorge Hernández. Vol. 221 1. ed. Springer International Publishing, 2014. p. 37-51.

Research output: Chapter in Book/Report/Conference proceeding › Chapter › Scientific › peer-review

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van der Toorn Y, van der Wijst P , Damen D. Trust and Understanding in Face-to-Face And Online Negotiations. In Linden I, Liu S, Dargam F, Hernández J, editors, Decision Support Systems IV - Information and Knowledge Management in Decision Processes: Euro Working Group Conferences, EWG-DSS 2014, Toulouse, France, June 10-13, 2014, and Barcelona, Spain, July 13-18, 2014, Revised Selected and Extended Papers. 1 ed. Vol. 221. Springer International Publishing. 2014. p. 37-51

Trust and Understanding in Face-to-Face And Online Negotiations

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