Communication Media and Negotiation: A Review

With the advent of modern communication media over the last decades, such as email, video conferencing, or instant messaging, a plethora of research has emerged that analyzes the association between communication media and negotiation processes and outcomes. This chapter reviews theoretical vantage points on communication media and negotiation and summarizes empirical findings from the last five decades. Specifically, the author focuses on media richness theory and the task/media fit hypothesis, grounding in communication, and media synchronicity theory as communication theoretical foundations that found traction in negotiation research. These theoretical vantage points are supplemented by a review of specific theoretical psychological aspects of communication media, the barrier effect and psychological distance theory. In the second part of the chapter, empirical evidence on communication media and negotiation is presented, derived from an extensive literature search of relevant peer-reviewed articles. The emphasis in this review of the empirical literature is on the communication medium as an independent variable. In other words, the author analyzes effects of communication media on the negotiation process (descriptive process parameters, economic reference points, negotiation behavior/tactics, individual psychological variables, assessment of the opponent) as well as economic (agreement, individual profit, joint profit, equality of agreement) and socio-emotional (satisfaction, future interaction, trust) outcomes. A succeeding subsection is devoted to communication medium choice in negotiation, a topic much less researched. The conclusion sums up the findings and sketches out some avenues for future research

Happy But Uncivil? Examining When and Why Positive Affect Leads to Incivility

In this paper, we examine the interactive effects of positive affect and perspective-taking on workplace incivility and family incivility, through moral disengagement. We draw from broaden-and-build and moral disengagement theories to suggest a potential negative consequence of positive affect. Specifically, we argue that positive affect increases incivility toward coworkers and spouses through moral disengagement among employees with low, but not high perspective-taking. Data from two time-lagged field studies and one online experiment provide support for our hypotheses. These findings suggest that the beneficial effects of positive feelings are not universal, and the fostering of positive feelings at work might have unintended negative consequences, namely moral disengagement, and increased incivility at work and at home. Implications for theory and research are discussed