| Abstrakt: |
The effect of three variables thought to be important to the negotiation process was investigated via an attributional analysis. Three different communication modes (audio, audio/video, face-to-face), three levels of power (high, equal, low), and three prior concession-phasing strategies (alternating, increasingly cooperative, decreasingly cooperative) were combined in a factorial design to determine their effect on negotiation outcomes and negotiator attributions. The data indicated that the communication and power variables were the most potent, with the face-to-face communication mode producing the best joint outcomes, followed by the audio/video and audio-only conditions. The various 'prior' concession strategies had little effect on subsequent negotiation outcomes. Several significant internal/external attributions of locus of causality were found, as were significantly different impression ratings according to conditions. [ABSTRACT FROM AUTHOR] |
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