Long and short routes to success in electronically mediated negotiations: Group affiliations and good vibrations

Don A. Moore; Terri R. Kurtzberg; Leigh L. Thompson; Michael W. Morris

doi:10.1006/obhd.1998.2814

Long and short routes to success in electronically mediated negotiations: Group affiliations and good vibrations

Don A. Moore, Terri R. Kurtzberg, Leigh L. Thompson, Michael W. Morris

Management and Organizations

Research output: Contribution to journal › Article › peer-review

221 Scopus citations

Abstract

To understand why e-mail negotiations break down, we investigated two distinct elements of negotiators' relationships with each other: shared membership in a social group and mutual self-disclosure. In an experiment, some participants negotiated with a member of an outgroup (a student at a competitor university), whereas others negotiated with a member of an ingroup (a student at the same university). In addition, some negotiators exchanged personal information with their counterparts, whereas others did not. When neither common ingroup status nor a personalized relationship existed between negotiators, negotiations were more likely to end in impasse. These results are attributable to the positive influence of mutual self-disclosure and common group membership on negotiation processes and rapport between negotiators.

Original language	English (US)
Pages (from-to)	22-43
Number of pages	22
Journal	Organizational Behavior and Human Decision Processes
Volume	77
Issue number	1
DOIs	https://doi.org/10.1006/obhd.1998.2814
State	Published - Jan 1999

Funding

Thanks to Steve Su for help with data collection. This paper benefited from the comments of Daniel Ilgen and two anonymous reviewers. This research was generously supported by the Dispute Resolution Research Center at Northwestern University and by the Stanford Graduate School of Business. Address correspondence and reprint requests to Don Moore, Department of Organization Behavior, 2001 Sheridan Road, Evanston IL 60202. E-mail: [email protected]. 22

ASJC Scopus subject areas

Applied Psychology
Organizational Behavior and Human Resource Management

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10.1006/obhd.1998.2814

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abstract = "To understand why e-mail negotiations break down, we investigated two distinct elements of negotiators' relationships with each other: shared membership in a social group and mutual self-disclosure. In an experiment, some participants negotiated with a member of an outgroup (a student at a competitor university), whereas others negotiated with a member of an ingroup (a student at the same university). In addition, some negotiators exchanged personal information with their counterparts, whereas others did not. When neither common ingroup status nor a personalized relationship existed between negotiators, negotiations were more likely to end in impasse. These results are attributable to the positive influence of mutual self-disclosure and common group membership on negotiation processes and rapport between negotiators.",

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Long and short routes to success in electronically mediated negotiations: Group affiliations and good vibrations

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