Differences between Synchronous and Asynchronous e-Negotiation¡ÐExploring of Feedback Immediacy

by Wu, Yu-Chu

Abstract (Summary)
As a result of the prevailing of international global e-commerce, e-negotiation had become a common form of individuals or enterprise's administrators everyday. In addition due to the growing of the internet and communication technology, e-negotiation had not limited the e-mail anymore. An increasing number of individuals or enterprises exploit synchronous way, such as instant messenger to conduct business over the internet. As more organizations and individuals face a choice between these technologies, we need to understand the impact of communication media on negotiation process and outcome. Otherwise, studies comparing traditional mode with CMC negotiations concentrate mainly on the criterion of multiple cues. The possibility to provide immediate feedback, which is determined by the communication mode synchronous vs. asynchronous), has not been considered so far. Therefore, the purpose of this research is based on the criterion of immediate feedback, and to explore how the e-negotiation mode impact negotiation process. Furthermore we also explore how these process impact the result of decision quality. The study shows that when negotiators use synchronous e-negotiation system, they have greater control level, higher ability of evaluation others¡¦ deception and clearer message in the process of negotiation. Furthermore, negotiators¡¦ control level, task-oriented communication, perceptions of others¡¦ deception and message clarity will positive impact decision quality.
Bibliographical Information:

Advisor:none; none; none

School:National Sun Yat-Sen University

School Location:China - Taiwan

Source Type:Master's Thesis

Keywords:e negotiation decision quality process mode


Date of Publication:08/21/2007

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