The role of digital channels in predicting objective and subjective negotiation outcomes.

Roshni Raveendhran, Tami Kim, J. Ryu
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引用次数: 0

Abstract

Today's hiring and workplace communications are increasingly occurring in the digital space, a trend accelerated by the coronavirus disease (COVID-19) pandemic. In two preregistered experiments and an internal meta-analysis, we test the subjective and objective impact of two digital channels-video and synchronous text-that are popularly used in today's workplace contexts. In doing so, we isolate the role that richness of digital channels plays in influencing negotiation outcomes while holding synchrony constant. Specifically, we predicted that negotiating via video (vs. synchronous text) will foster better integrative outcomes and improve negotiators' subjective outcomes. Results indicated that negotiating via video, compared to synchronous text, improved subjective outcomes such as satisfaction with the negotiation process, satisfaction with negotiation outcomes, favorable impressions about one's negotiation partner, and willingness to negotiate with the same partner again in the future. Contrary to our predictions, we did not observe significant improvements in objective negotiation outcomes (i.e., integrative outcomes) as a result of negotiating via video (vs. synchronous text), suggesting the possibility that the influence of digital channels on negotiations is primarily perceptual. We discuss implications of our findings for research on negotiations, the psychology of technology, and the future of work. (PsycInfo Database Record (c) 2022 APA, all rights reserved)
数字渠道在预测客观和主观谈判结果中的作用。
今天的招聘和工作场所交流越来越多地发生在数字空间,冠状病毒疾病(新冠肺炎)大流行加速了这一趋势。在两个预先注册的实验和一个内部荟萃分析中,我们测试了在当今工作环境中普遍使用的两个数字频道视频和同步文本的主观和客观影响。在这样做的过程中,我们隔离了数字渠道的丰富性在保持同步性不变的同时影响谈判结果的作用。具体而言,我们预测通过视频(与同步文本相比)进行谈判将促进更好的综合结果,并改善谈判人员的主观结果。结果表明,与同步文本相比,通过视频进行谈判可以改善主观结果,如对谈判过程的满意度、对谈判结果的满意程度、对谈判伙伴的好感以及未来再次与同一伙伴谈判的意愿。与我们的预测相反,我们没有观察到通过视频谈判(与同步文本相比)在客观谈判结果(即综合结果)方面有显著改善,这表明数字渠道对谈判的影响可能主要是感知的。我们讨论了我们的研究结果对谈判、技术心理学和未来工作的影响。(PsycInfo数据库记录(c)2022 APA,保留所有权利)
本文章由计算机程序翻译,如有差异,请以英文原文为准。
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CiteScore
8.30
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