Schmooze or lose: Social friction and lubrication in E-mail negotiations

Group Dynamics

Volumn 6, Issue 1, 2002, Pages 89-100

  Morris, Michael ^a   Nadler, Janice ^a   Kurtzberg, Terri ^a   Thompson, Leigh ^a  

^a Och Spine at New York Presbyterian Hospitals   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

ARTICLE; COMPARATIVE STUDY; CONFLICT; CONTROLLED STUDY; COOPERATION; E-MAIL; ECONOMICS; GROUP DYNAMICS; HUMAN; HUMAN EXPERIMENT; HUMAN RELATION; NORMAL HUMAN; OUTCOMES RESEARCH; PERSUASIVE COMMUNICATION; RESEARCH; SOCIAL BEHAVIOR; SOCIAL INTERACTION; TELECOMMUNICATION; VERBAL BEHAVIOR;

EID: 0036123269     PISSN: 10892699     EISSN: None     Source Type: Journal    
DOI: 10.1037/1089-2699.6.1.89     Document Type: Article

References (20)

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2. The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations
3. Technologically-mediated communication and negotiation: Do relationships matter?
4. The psychology of intergroup attitudes and behavior
5. Look at me when you say that: An electronic negotiation simulation
6. Rapport in conflict resolution: Accounting for how nonverbal exchange fosters cooperation on mutually beneficial settlements to mixed-motive conflicts
7. The new deal
8. Long and short routes to success in electronically-mediated negotiations: Group affiliations and good vibrations
9. How emotions work: An analysis of the social functions of emotional expression in negotiations
10. Misperceiving negotiation counterparties: When situationally determining bargaining behaviors are attributed to personality traits
11. Analyzing interpersonal interaction
12. Communication media and negotiation processes
13. The impact of communication media on negotiation outcomes
14. Using computers to realize joint gains in negotiations: Toward an "electronic bargaining table"
15. Deals still done face to face in internet age
16. Group rapport and nonverbal behavior
17. Tactical behavior and negotiation outcomes