Self-Fulfilling Prophecy in e-Negotiations: Myth or Reality?

Andrea Graf, Sabine T. Koeszegi, Eva-Maria Pesendorfer and Johannes Gettinger
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Andrea Graf: Ostfalia University of Applied Sciences, Germany
Sabine T. Koeszegi: Vienna University of Technology, Austria
Eva-Maria Pesendorfer: University of Vienna, Austria
Johannes Gettinger: Vienna University of Technology, Austria

International Journal of Decision Support System Technology (IJDSST), 2012, vol. 4, issue 2, 1-16

Abstract: The purpose of this study is to gain insight into the question of whether the phenomenon of self-fulfilling prophecy present in face-to-face interactions can also be identified in electronic negotiation processes. In a 2x2 experiment with 116 subjects the authors found that beliefs about both the climate (conflict intensity and social relationship) and the individual negotiation style with their particular impact on negotiation outcomes came true – irrespective of the controlled context variables or negotiation partner. They confirmed the dynamics of self-fulfilling prophecy in computer-based communication. Based on the authors’ results they recommend that negotiators create a pleasant ambiance in order to support positive expectations and try to understand the partner’s negotiation style in order to (re-)act appropriately.

Date: 2012
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