The benefits of collaboration in computer-mediated preference exchange in teams: A psychological perspective

Abstract

Abstract Computers are increasingly used in teams in various contexts, for example in negotiations. Especially when using computer-support for decision-making processes, it is an important question whether active collaboration within the team – for example via audio-conference – has additional benefits beyond the supply of full task-relevant information via computer. In team negotiations, team representatives are only able to represent the whole team, if diverse preferences of the team members are aligned prior to the negotiation. In an experimental study with 150 participants, we provided team members with the complete information about each other s preferences during an either collaboratively (computer-mediated) or separately conducted computer-supported negotiation preparation and subsequently asked them for their priorities as representatives of the team. Our results showed that providing complete task-relevant information via computer is insufficient to compensate for the absence of active collaboration within the team: Representatives who could collaborate within the team during the computer-mediated negotiation preparation phase (1) moved away more from their initial individual preferences, (2) stated more similar priorities within the team, (3) assessed more accurately the importance of different negotiation issues for the team, which was mediated by the similarity of priorities within the team, and (4) were more satisfied.