Psychology Commons^™

Relationship Building In E-Negotiation: Dyadic Effects On Subjective Negotiation Outcomes, Mounica Reddy

College of Science and Health Theses and Dissertations

E-negotiation is a critical activity that is becoming a new reality (Sokolova et al., 2006), however, the e-negotiation environment lends itself to fewer informative cues than the face-to-face environment. The ability to maintain relationships with parties and negotiate with them in the future increases the negotiator’s bargaining power and could be important beyond economic outcomes (Curhan & Brown, 2011). This study investigates the link between relationship-building and subjective values in negotiation, and how the negotiation medium may change this relationship. Subjective values of rapport, trustworthiness, and interest in future interaction were predicted to both differ by e-negotiation and face-to-face negotiation …