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- W2233393924 abstract "We explored how the process of e-mail negotiation differs from face-to-face negotiation and then tested hypotheses about how its liabilities can be minimized. In the first experiment, participants negotiated one-on-one, either face-to-face or via e-mail. Consistent with expectations, negotiators took advantage of e-mail by exchanging more complex, multiple-issue offers than they exchanged face-to-face. Yet, e-mail reduced rapport-building conversation about non-negotiable, contextual issues, and clarifying questions which prevent misunderstandings and facilitate rapport. E-mail negotiators compensated with more explicit statements about the relationship, but these were less effective in preventing mistrust and misunderstanding. In a second experiment, we tested the power of a minimal intervention designed to reduce the liabilities of e-mail. Half the negotiation dyads had a personalized telephone conversation (schmoozed) before engaging in e-mail negotiations, and the other half did not schmooze. Even though the telephone conversation was strictly non-business, schmoozing negotiators anticipated and planned a cooperative, positive negotiation experience from the outset, and they attained better economic and social outcomes. This was primarily true among mixed-gender dyads." @default.
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- W2233393924 date "2002-01-01" @default.
- W2233393924 modified "2023-09-30" @default.
- W2233393924 title "Schmooze or lose: Social friction and lubrication in e-mail negotiations." @default.
- W2233393924 doi "https://doi.org/10.1037//1089-2699.6.1.89" @default.
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