Caught Telling the Truth: Effects of Honesty and Communication Media in Distributive Negotiations

Paul W. Paese (), Ann Marie Schreiber and Adam W. Taylor
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Paul W. Paese: University of Missouri - St. Louis
Ann Marie Schreiber: University of Missouri - St. Louis
Adam W. Taylor: University of Missouri - St. Louis

Group Decision and Negotiation, 2003, vol. 12, issue 6, No 6, 537-566

Abstract: Abstract In the present research, the authors varied the presence versus absence of an honest disclosure in two-party negotiations. Confederates who posed as participants and followed a script carried out the disclosure manipulation. In Experiment 1, communication mode (face-to-face vs. telephone vs. electronic mail) was crossed with disclosure, and an interaction was observed. Specifically, the remote media (phone and e-mail) were found to induce competitive negotiation behavior, but only when there was no honest disclosure; that is, the honest disclosure suppressed the competitive behavior that was otherwise induced by the remote media. Experiment 2 replicated the e-mail condition of Experiment 1, with the only difference being that negotiators were anonymous to one another. Despite the anonymity, the honest disclosure continued to have the same cooperation-inducing effect. Implications of these results and future research directions are discussed.

Keywords: communication media; distributive negotiation; electronic mail; honesty (search for similar items in EconPapers)
Date: 2003
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Citations: View citations in EconPapers (4)

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DOI: 10.1023/B:GRUP.0000004334.14310.90

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