An Experimental Study of Effects of Exitability and Correctibility on Electronic Negotiation

Taketoshi Hatta

Gifu University of Medical Science

Ken-ichi Ohbuchi

Tohoku University

Mitsutera Fukuno

Tohoku University

16th Annual IACM Conference Melbourne, Australia

Abstract:

The purpose of present study was to examine the effects of two features of electronic negotiation, correctability and exitability, on negotiation processes and outcomes in laboratory experiment. Correctability is to revise massages in advance to sending them to the other party. It was assumed to prompt informational and social elaborations. The possibility to exit (exitability) of the other party is psychological factor that causes one to perceive the negotiation as unstable. In two Experiments, Exitability of the other party was manipulated by three conditions (the one-limited, exitable and unexitable conditions) and Correctability was manipulated by two conditions (the correctable condition and the uncorrectable condition). Exitability caused by alternative partner prompted participants to offer the low level of demand and to reach agreement. Correctability produced messages that were clear and included trade-off, thus led agreements and contributed integrative agreement.

An Experimental Study of Effects of Exitability and Correctibility on Electronic Negotiation

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