Date of Award
Master of Arts (MA)
Alice Stuhlmacher, PhD
Verena Graupmann, PhD
E-negotiation is a critical activity that is becoming a new reality (Sokolova et al., 2006), however, the e-negotiation environment lends itself to fewer informative cues than the face-to-face environment. The ability to maintain relationships with parties and negotiate with them in the future increases the negotiator’s bargaining power and could be important beyond economic outcomes (Curhan & Brown, 2011). This study investigates the link between relationship-building and subjective values in negotiation, and how the negotiation medium may change this relationship. Subjective values of rapport, trustworthiness, and interest in future interaction were predicted to both differ by e-negotiation and face-to-face negotiation condition and be influenced by the amount of relationship-building language in the negotiation. Sixty-six same-gender dyads negotiated either by e-negotiation or in person. The impact of dyadic relationship-building was tested using the Actor-Partner Interdependence Model (Kenny et al., 2002). Results found that the amount of relationship-building was not associated with dyadic perceptions of trustworthiness, rapport, or interest in future interaction. There were no significant partner effects for relationship-building and the three subjective value outcomes. Finally, condition did not moderate the link between relationship-building and subjective value outcomes. Possible explanations of the implications and the lack of findings are discussed.
Reddy, Mounica, "Relationship Building in E-negotiation: Dyadic Effects on Subjective Negotiation Outcomes" (2022). College of Science and Health Theses and Dissertations. 433.