An experimental study of electronic negotiation: Content analysis of verbal interactions focusing on the effects of correctability and exitability

Abstract

Focusing on two attributes, possibility of correct (correctability) and possibility of exit (exitability), of the electronic media communication, we examined whether electronic media negotiation would prompt agreement by inducing participants to take constructive action such as trade-off, or to suppress a strong assertion. In a role-play experiment, 80 students negotiated with each other through the e-mail system in one of four experimental conditions across two levels of correctability and exitability. It was found that participants who were allowed to correct messages prior to delivery produced clearer and socially more acceptable messages than those who were not. When the other party was able to exit, participants refrained from strong assertion more often than when it was not. Furthermore, a combination of correctable and exitable situation prompted agreement. We discuss the socio-psychological processes producing constructive action in the electronic media negotiation.