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

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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 languageEnglish
Title of host publicationGroup Decision and Negociation, 2014
Subtitle of host publicationProceedings of the Joint International Conference of the INFORMS GDN Section and the EURO Working Group on DSS.
EditorsP. Zaraté, G. Camilleri, D. Kamissoko, F. Amblard
Pages106-111
Number of pages6
Publication statusPublished - Jun 2014
EventJoint International Conference of the INFORMS GDN Section and the EURO Working Group on DSS - Toulouse University, Toulouse, France
Duration: 10 Jun 201413 Jun 2014

Conference

ConferenceJoint International Conference of the INFORMS GDN Section and the EURO Working Group on DSS
CountryFrance
CityToulouse
Period10/06/1413/06/14

Keywords

  • Negotiation
  • Synchronicity
  • Online
  • Face-to-Face
  • Trust
  • understanding

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