Power and concession in computer-mediated negotiations: An examination of first offers

MIS Quarterly: Management Information Systems

Volumn 33, Issue 1, 2009, Pages 147-170

  Johnson, Norman A ^a   Cooper, Randolph B ^a  

^a UNIVERSITY OF HOUSTON   (United States)

Author keywords

Computer mediated negotiation; Concession; Cooperation theory; First offers; Instant messaging (IM); Power; Reciprocity norm

Indexed keywords

MANAGEMENT INFORMATION SYSTEMS;

CONCESSION; COOPERATION THEORY; FIRST OFFERS; INSTANT MESSAGING; POWER; RECIPROCITY NORM;

MESSAGE PASSING;

EID: 60649114092     PISSN: 02767783     EISSN: None     Source Type: Journal    
DOI: 10.2307/20650282     Document Type: Article

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