The Effect of Screen Size and E-Communication Richness on Negotiation Performance

Terri R. Kurtzberg (), Sanghoon Kang () and Charles E. Naquin ()
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Terri R. Kurtzberg: Rutgers University
Sanghoon Kang: Rutgers University
Charles E. Naquin: DePaul University

Group Decision and Negotiation, 2018, vol. 27, issue 4, No 3, 573-592

Abstract: Abstract Using an empirical study, this paper investigated how each screen size and different presentation modes (video or text-only) can trigger meaningful differences when interacting with a partner in a negotiation. In a simulated multi-issue negotiation between a buyer and a seller, participants were instructed to communicate through either a large (laptop) or small (mobile phone) screen in either a video conversation or a text-based communication. The findings revealed that (a) negotiators communicating through a large screen performed better than negotiators interacting via small screen; (b) negotiators communicating through video conversation performed better than negotiators interacting via text-based communication; (c) negotiators communicating through video conversation formed higher levels of trust and satisfaction than negotiators interacting via text-based communication; and (d) negotiators communicating through video conversations over large screens achieved the highest joint outcome. Implications for the use of technology during negotiations is discussed, with attention given to the need to preserve more naturalistic cues through larger screens and the use of video conversations for best effect.

Keywords: Negotiation; Computer-mediated communication; Screen size; Video; Text (search for similar items in EconPapers)
Date: 2018
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Citations: View citations in EconPapers (2)

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DOI: 10.1007/s10726-018-9574-x

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