Medium of Communication, Differential Power, and Phasing of Concessions

Negotiating Success and Attributions to the Opponent

Bibliographic Data

ID2269192
AuthorsAllen A Turnbull (Randolph College), Lloyd Strickland (0000-0003-2560-6909, Carleton University), Kelly G Shaver (0000-0002-0699-374X, William & Mary)
Year1976
Volume2
Issue3
Pages262-270
Publication date1976-03-01
Peer ReviewedYes
Open AccessYes
TypeARTICLE
VenueHuman Communication Research (JOURNAL)
Journal identifiersISSN: 0360-3989 • E-ISSN: 1468-2958
PublisherOxford University Press (OUP) (PUBLISHER)
DOI10.1111/j.1468-2958.1976.tb00485.x
OpenAlexW2027217509
LanguageEN
Citations received11
References cited16

The effect of three variables thought to be important to the negotiation process was investigated via an attributional analysis. Three different communication modes (audio, audio/video, face-to-face), three levels of power (high, equal, low), and three prior concession-phasing strategies (alternating, increasingly cooperative, decreasingly cooperative) were combined in a factorial design to determine their effect on negotiation outcomes and negotiator attributions. The data indicated that the communication and power variables were the most potent, with the face-to-face communication mode producing the best joint outcomes, followed by the audio/video and audio-only conditions. The various “prior” concession strategies had little effect on subsequent negotiation outcomes. Several significant internal/external attributions of locus of causality were found, as were significantly different impression ratings according to conditions

Adversary · Attribution · Causality (physics · Computer security · Negotiation · Political science · Power (physics · Computer Science · Conflict Management and Negotiation · Families in Therapy and Culture · Gender Diversity and Inequality · Psychology · Social Psychology

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