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

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

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

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

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

Abstract

This study investigates to what extent the synchronous character of chat communication overcomes the problems in creating mutual understanding and trust between conflicting parties. An experimental study was conducted in which participants negotiated with a confederate in either a face-to-face or online setting. The results show that negotiators feel equally understood and trusted by the other party in both conditions. However, their own ideas about understanding and trusting the other party are higher after a FtF negotiation than after an online negotiation.

Original language	English
Title of host publication	Group Decision and Negociation, 2014
Subtitle of host publication	Proceedings of the Joint International Conference of the INFORMS GDN Section and the EURO Working Group on DSS.
Editors	P. Zaraté, G. Camilleri, D. Kamissoko, F. Amblard
Pages	106-111
Number of pages	6
Publication status	Published - Jun 2014
Event	Joint International Conference of the INFORMS GDN Section and the EURO Working Group on DSS - Toulouse University, Toulouse, France Duration: 10 Jun 2014 → 13 Jun 2014

Conference

Conference	Joint International Conference of the INFORMS GDN Section and the EURO Working Group on DSS
Country/Territory	France
City	Toulouse
Period	10/06/14 → 13/06/14

Keywords

Negotiation
Synchronicity
Online
Face-to-Face
Trust
understanding

Cite this

van der Toorn, Y., van der Wijst, P., Damen, D., & van Amelsvoort, M. (2014). Trust and Understanding in Face-to-Face and Synchronous Online Negotiations. In P. Zaraté, G. Camilleri, D. Kamissoko, & F. Amblard (Eds.), Group Decision and Negociation, 2014: Proceedings of the Joint International Conference of the INFORMS GDN Section and the EURO Working Group on DSS. (pp. 106-111)

van der Toorn, Yvonne ; van der Wijst, Per ; Damen, Debby et al. / Trust and Understanding in Face-to-Face and Synchronous Online Negotiations. Group Decision and Negociation, 2014: Proceedings of the Joint International Conference of the INFORMS GDN Section and the EURO Working Group on DSS.. editor / P. Zaraté ; G. Camilleri ; D. Kamissoko ; F. Amblard. 2014. pp. 106-111

@inproceedings{285cfb11e7fd4d569d3f417baaaec984,

title = "Trust and Understanding in Face-to-Face and Synchronous Online Negotiations",

abstract = "This study investigates to what extent the synchronous character of chat communication overcomes the problems in creating mutual understanding and trust between conflicting parties. An experimental study was conducted in which participants negotiated with a confederate in either a face-to-face or online setting. The results show that negotiators feel equally understood and trusted by the other party in both conditions. However, their own ideas about understanding and trusting the other party are higher after a FtF negotiation than after an online negotiation. ",

keywords = "Negotiation, Synchronicity, Online, Face-to-Face, Trust, understanding",

author = "{van der Toorn}, Yvonne and {van der Wijst}, Per and Debby Damen and {van Amelsvoort}, Marije",

year = "2014",

month = jun,

language = "English",

isbn = "9782917490273",

pages = "106--111",

editor = "P. Zarat{\'e} and Camilleri, {G. } and D. Kamissoko and F. Amblard",

booktitle = "Group Decision and Negociation, 2014",

note = "Joint International Conference of the INFORMS GDN Section and the EURO Working Group on DSS ; Conference date: 10-06-2014 Through 13-06-2014",

}

van der Toorn, Y, van der Wijst, P , Damen, D & van Amelsvoort, M 2014, Trust and Understanding in Face-to-Face and Synchronous Online Negotiations. in P Zaraté, G Camilleri, D Kamissoko & F Amblard (eds), Group Decision and Negociation, 2014: Proceedings of the Joint International Conference of the INFORMS GDN Section and the EURO Working Group on DSS.. pp. 106-111, Joint International Conference of the INFORMS GDN Section and the EURO Working Group on DSS, Toulouse, France, 10/06/14.

Trust and Understanding in Face-to-Face and Synchronous Online Negotiations. / van der Toorn, Yvonne; van der Wijst, Per ; Damen, Debby et al.
Group Decision and Negociation, 2014: Proceedings of the Joint International Conference of the INFORMS GDN Section and the EURO Working Group on DSS.. ed. / P. Zaraté; G. Camilleri; D. Kamissoko; F. Amblard. 2014. p. 106-111.

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

TY - GEN

T1 - Trust and Understanding in Face-to-Face and Synchronous Online Negotiations

AU - van der Toorn, Yvonne

AU - van der Wijst, Per

AU - Damen, Debby

AU - van Amelsvoort, Marije

PY - 2014/6

Y1 - 2014/6

N2 - This study investigates to what extent the synchronous character of chat communication overcomes the problems in creating mutual understanding and trust between conflicting parties. An experimental study was conducted in which participants negotiated with a confederate in either a face-to-face or online setting. The results show that negotiators feel equally understood and trusted by the other party in both conditions. However, their own ideas about understanding and trusting the other party are higher after a FtF negotiation than after an online negotiation.

AB - This study investigates to what extent the synchronous character of chat communication overcomes the problems in creating mutual understanding and trust between conflicting parties. An experimental study was conducted in which participants negotiated with a confederate in either a face-to-face or online setting. The results show that negotiators feel equally understood and trusted by the other party in both conditions. However, their own ideas about understanding and trusting the other party are higher after a FtF negotiation than after an online negotiation.

KW - Negotiation

KW - Synchronicity

KW - Online

KW - Face-to-Face

KW - Trust

KW - understanding

M3 - Conference contribution

SN - 9782917490273

SP - 106

EP - 111

BT - Group Decision and Negociation, 2014

A2 - Zaraté, P.

A2 - Camilleri, G.

A2 - Kamissoko, D.

A2 - Amblard, F.

T2 - Joint International Conference of the INFORMS GDN Section and the EURO Working Group on DSS

Y2 - 10 June 2014 through 13 June 2014

ER -

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

Abstract

Conference

Keywords

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