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The Effect of Screen Size and E-Communication Richness on Negotiation Performance

机译：屏幕尺寸和电子通信丰富度对谈判性能的影响

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摘要

Using an empirical study, this paper investigated how each screen size and different presentation modes (video or text-only) can trigger meaningful differences when interacting with a partner in a negotiation. In a simulated multi-issue negotiation between a buyer and a seller, participants were instructed to communicate through either a large (laptop) or small (mobile phone) screen in either a video conversation or a text-based communication. The findings revealed that (a) negotiators communicating through a large screen performed better than negotiators interacting via small screen; (b) negotiators communicating through video conversation performed better than negotiators interacting via text-based communication; (c) negotiators communicating through video conversation formed higher levels of trust and satisfaction than negotiators interacting via text-based communication; and (d) negotiators communicating through video conversations over large screens achieved the highest joint outcome. Implications for the use of technology during negotiations is discussed, with attention given to the need to preserve more naturalistic cues through larger screens and the use of video conversations for best effect.
机译：通过一项实证研究，本文研究了在协商中与合作伙伴进行交互时，每个屏幕尺寸和不同的演示模式（仅视频还是纯文本）如何触发有意义的差异。在买卖双方之间的模拟多问题谈判中，参与者被指示通过大屏幕（笔记本电脑）或小屏幕（手机）进行视频对话或基于文本的通信。调查结果表明：（a）通过大屏幕进行交流的谈判者的表现要好于通过小屏幕进行交互的谈判者； （b）通过视频对话进行交流的谈判者比通过基于文本的交流进行交互的谈判者表现更好； （c）通过视频对话进行沟通的谈判者比通过基于文本的沟通进行交互的谈判者具有更高的信任度和满意度； （d）通过大屏幕上的视频对话进行交流的谈判者取得了最高的联合成果。讨论了在谈判过程中使用技术的含义，并关注通过更大的屏幕保持更多自然主义线索的必要性，以及为了获得最佳效果而使用视频对话。

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