The Role of Communication Media in Negotiations

Shira Mor and Alexandra Suppes

Chapter 23 in Negotiation Excellence:Successful Deal Making, 2014, pp 391-405 from World Scientific Publishing Co. Pte. Ltd.

Abstract: The following sections are included:IntroductionHow Do Communication Media Differ?Are Computer Mediated Media Good or Bad for Relationship Building?Perceiving Negotiation Counterparts over Different Communication MediaDisclosure over Computer MediaImpression ManagementCommunication Media and Negotiation OutcomesConclusion

Keywords: Negotiation; Persuasion; Trust Building; Judgment Bias; Decision Making; Renault–Nissan Alliance; Arcelor and Mittal Steel Merger; Kraft Foods; Cadbury PLC; Walt Disney; Komatsu; Dresser (search for similar items in EconPapers)
Date: 2014
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