From Letter to Twitter: A Systematic Review of Communication Media in Negotiation

Abstract

With the advent of modern communication media over the last decades, such as email, video conferencing, or instant messaging, a plethora of research has emerged that analyzes the association between communication media and negotiation processes and outcomes. In this paper, the author systematically reviews theoretical vantage points on communication media and negotiation and summarizes empirical findings from the last six decades. Specifically, the author focuses on three different strategic communication theories and four social psychological theoretical perspectives that found traction in negotiation research. Subsequently, empirical evidence on communication media and negotiation is presented, derived from an extensive literature search of relevant peer-reviewed articles. The author analyzes effects of communication media on the negotiation process (descriptive process parameters, economic reference points, negotiation behavior/tactics, individual perceptual and affective process variables) as well as economic (agreement, individual profit, joint profit, dispersion of profits) and socio-emotional (satisfaction, trust, socio-emotional evaluation of the self and the opponent) outcomes. The discussion takes stock of the current state of research and persisting research gaps, before focusing on some recent developments, and proposing future research avenues.