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The Role Of Digital Channels In Predicting Objective And Subjective Negotiation Outcomes, Roshni Raveendhran, Tami Kim, Ji Woon Ryu
The Role Of Digital Channels In Predicting Objective And Subjective Negotiation Outcomes, Roshni Raveendhran, Tami Kim, Ji Woon Ryu
Business Faculty Publications and Presentations
Today’s hiring and workplace communications are increasingly occurring in the digital space, a trend accelerated by the coronavirus disease (COVID-19) pandemic. In two preregistered experiments and an internal meta-analysis, we test the subjective and objective impact of two digital channels—video and synchronous text—that are popularly used in today’s workplace contexts. In doing so, we isolate the role that richness of digital channels plays in influencing negotiation outcomes while holding synchrony constant. Specifically, we predicted that negotiating via video (vs. synchronous text) will foster better integrative outcomes and improve negotiators’ subjective outcomes. Results indicated that negotiating via video, compared to synchronous …