The Fixed-Pie Perception and Joint Outcomes in Synchronous and Asynchronous Computer-Mediated Negotiation: Focusing on the Moderating Role of Emoticons
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The extant research has mainly focused on investigating differences within asynchronous computer-mediated communication, such as e-mail, supplementing the face-to-face negotiation process and outcomes. The advancement of information and communication technologies has introduced synchronous communication tools such as instant messaging. Even though communicators cannot physically see, this mediaclosely reassembles face-to-face communication in terms of turn-taking tempo. Moreover, this development has allowed communicators to express their emotions using graphic signs called emoticons. This research proposes that negotiating via other computer-mediated communications may produce divergent outcomes in the negotiation process. Specifically, negotiation via instant messaging can further reduce negotiators’ fixed-pie perception compared to e-mail negotiation, which can result in higher joint outcomes. Moreover, the presence or absence of emoticons in the conversation moderates this relationship. The emoticon is often used to express one’s emotion in conversation via instant messaging, regardless of context. However, previous research maintained that emoticons should be carefully used in a business conversation because the context differs from a casual interaction. Communicators are cautioned about its usage when they have a business conversation through e-mail. This is because of the prevalence of emoticons in instant messaging, where messages containing emoticons appear less unusual. Therefore, this research proposed that emoticon usage can differentiate the level of negotiators’ fixed-pie bias in both instant messaging and e-mail conditions. The results showed that the emoticon usage led to lower the fixed-pie perception if the negotiator communicated via instant messaging than via e-mail. Nevertheless, the full model of this research, whether the above-mentioned factors influence negotiators’ joint gain, was not statistically significant. The theoretical and practical implications of this study are discussed.
Abstract
The extant research has mainly focused on investigating differences within asynchronous computer-mediated communication, such as e-mail, supplementing the face-to-face negotiation process and outcomes. The advancement of information and communication technologies has introduced synchronous communication tools such as instant messaging. Even though communicators cannot physically see, this mediaclosely reassembles face-to-face communication in terms of turn-taking tempo. Moreover, this development has allowed communicators to express their emotions using graphic signs called emoticons. This research proposes that negotiating via other computer-mediated communications may produce divergent outcomes in the negotiation process. Specifically, negotiation via instant messaging can further reduce negotiators’ fixed-pie perception compared to e-mail negotiation, which can result in higher joint outcomes. Moreover, the presence or absence of emoticons in the conversation moderates this relationship. The emoticon is often used to express one’s emotion in conversation via instant messaging, regardless of context. However, previous research maintained that emoticons should be carefully used in a business conversation because the context differs from a casual interaction. Communicators are cautioned about its usage when they have a business conversation through e-mail. This is because of the prevalence of emoticons in instant messaging, where messages containing emoticons appear less unusual. Therefore, this research proposed that emoticon usage can differentiate the level of negotiators’ fixed-pie bias in both instant messaging and e-mail conditions. The results showed that the emoticon usage led to lower the fixed-pie perception if the negotiator communicated via instant messaging than via e-mail. Nevertheless, the full model of this research, whether the above-mentioned factors influence negotiators’ joint gain, was not statistically significant. The theoretical and practical implications of this study are discussed.
참고문헌 (46)
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