Negotiator Satisfaction in Face-to-Face and Electronically Mediated Negotiations

Abstract

Development and availability of modern communication technology has changed communication in negotiation fundamentally – different media can today be used for similar negotiation tasks. The process of negotiator satisfaction formation has not been studied in different media settings yet. Hence in this paper, we examine the role that communication medium (EM, FTF) plays in the development of negotiator satisfaction. Negotiator satisfaction is conceptualized as a negotiator’s socio-emotional evaluation of the negotiation outcome and process immediately after conclusion of the negotiation. Using data from an experimental roleplay simulation we can show that the communication medium’s influence on negotiator satisfaction is mediated by behavioral process variables and economic perceptions. In general, we find higher negotiator satisfaction in EM negotiations and explain this finding with lower aspirations in EM negotiations while individual negotiator profits are similar across conditions. Differences in negotiation behavior across media, namely positive relational messages and contentious behavior also account for differences in negotiator satisfaction. Interestingly, only the latter two relationships are also moderated by communication medium.