Inmaculada F. Jiménez de Cisneros

Computer-Mediated Negotiation of an Escalated Conflict:

This study analyzed style of handling an escalated conflict in a computer-mediated negotiation context. Literature focusing on negotiation and media evidenced two contradictory perspectives. One of them asserted that negotiators are less integrative when interacting in a computer-mediated context. The other perspective affirmed that a barrier in the communication enhances integrativeness. These contrary perspectives motivated the present study. In a computer-mediated negotiation setting a confederate escalated the conflict with the participants in a standardized way. Interactions were recorded and two groups of coders assessed the use of avoiding, compromising, problem solving, accommodating, and forcing. Results showed a higher use of avoiding and a decrease in forcing behavior along the computer-mediated interaction. Results from revised literature regarding face-to-face context show a different pattern consisting of an increase in forcing behavior and compromising along the encounter. Practical implications of results are discussed.