著者

八田 武俊 大渕 憲一

出版者

経営行動科学学会

雑誌

経営行動科学 (ISSN:09145206)

巻号頁・発行日

vol.18, no.1, pp.45-51, 2005-01-30

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We examined the effects of exit options and preliminary interaction on negotiators' perceptions and behaviors in the electronic negotiation. The exit option is that either negotiator could exit from the current negotiation. When the negotiators were allowed to exit anytime from the current negotiation, we predicted that they would perceive the negotiation as unsteady. When the negotiators had personal interaction with each other, we predicted that they would perceive the partners as faithful. In a role-play experiment, 78 students were paired to negotiate with each other by using e-mail. They were randomly assigned houng the exit into the four conditions : or not and preliminary interaction or no preliminary interaction. The results supported our two predictions. Further, it was found the preliminary interaction increased collaborative behaviors.