Communication Media

Zoe I. Barsness

in The Oxford Handbook of Economic Conflict Resolution

Published in print September 2012 | ISBN: 9780199730858
Published online December 2012 | | DOI:

Series: Oxford Handbooks

 Communication Media

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  • Economics
  • Microeconomics
  • Econometrics and Mathematical Economics


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This article discusses how individuals negotiate differently through different communication channels (face to face, e-mail, videoconference) and determines the influence of those channels on bargaining outcomes. It specifically concentrates on the role of rapport, trust, emotions, and power in negotiations and describes how communication media may influence them. Influences that communication media have on information sharing and social influence behavior are clearly important for predicting negotiation outcomes. Negotiating via lean communication media is likely to reduce the value produced in a negotiation. Reliance on lean media seems to restrain the negotiation process. Lean media improves negotiators' abilities to review and revise their communications with each other. Understanding the implications of media choice for negotiation is likely to be a fruitful avenue for future research.

Keywords: bargaining; e-mail; videoconference; rapport; trust; emotions; power; negotiations; communication media; information sharing

Article.  8068 words. 

Subjects: Economics ; Microeconomics ; Econometrics and Mathematical Economics

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