Look at me when you say that: An electronic negotiation simulation

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65 Scopus citations


This article extends the growing body of research on computer-mediated communication to a negotiations setting. The author compares face-to-face negotiation outcomes with computermediated negotiation outcomes using an integrative (win-win) negotiation. There were two main results of interest. First, computer-mediated final agreements are somewhat more integrative than those negotiated face-to-face, suggesting there is no efficiency loss from negotiating long distance using information technology. Second, computer-mediated agreements tend to be significantly more equal than face-to-face agreements.

Original languageEnglish (US)
Pages (from-to)23-37
Number of pages15
JournalSimulation and Gaming
Issue number1
StatePublished - Dec 1 1999
Externally publishedYes


  • Bargaining
  • Computer mediated
  • E-mail
  • Face-to-face
  • Integrative
  • Negotiation


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