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| Author: | Hatta, T. Ohbuchi, K. Fukuno, M. |
| Title: | An experimental study on the effects of exitability and correctability on electronic negotiation |
| Journal: | Negotiation Journal
2007 : VOL. 23:3, p.283-304 |
| Index terms: | negotiation |
| Freeterms: | electronic negotiation exitability correctability |
| Language: | eng |
| Abstract: | The aim of this is to examine via a laboratory experiment the effects of two features of electronic negotiation, correctability and exitability, on negotiation processes and outcomes. The researchers define correctability as the negotiator's ability to revise messages before transmitting them to the other party. The opportunity to exit the negotiation that the use of the electronic medium creates, termed "exitability," can give rise to the perception that electronic negotiation is inherently more unstable than face-to-face negotiation. In two experiments, the researchers manipulated correctability in two ways. They found that increased exitability caused by the existence of a potential alternative party with whom to negotiate encouraged participants to decrease their demands and to reach agreement more often. Increasing the correctability of messages enhanced their clarity and generated more trade-offs, thus leading to more frequent agreements. |
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