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Small Group Research
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Computer-Mediated Negotiation of an Escalated Conflict

Miguel A. Dorado

University of Seville, Spain, madorado{at}us.es

Francisco J. Medina

University of Seville, Spain

Lourdes Munduate

University of Seville, Spain

Inmaculada F. J. Cisneros

University of Seville, Spain

Martin Euwema

Utrecht University, the Netherlands

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.

Small Group Research, Vol. 33, No. 5, 509-524 (2002)
DOI: 10.1177/104649602237168
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N. C. Romano Jr., P. B. Lowry, and T. L. Roberts
Technology-Supported Small Group Interaction: Extending a Tradition of Leading Research for Virtual Teams and Global Organizations
Small Group Research, February 1, 2007; 38(1): 3 - 11.
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