CREATING A FRAMEWORK FOR ONLINE NEGOTIATIONS BASED ON EMAIL: RESEARCH-IN-PROGRESS
Tan, J., Bretherton, D. and Kennedy, G., The University of Melbourne, Australia
Traditional theories of negotiation have been mostly based on face-to-face interactions. However, with the advent of new communication technologies and the rise in the number of virtual workers, there is an increasing reliance on computer-mediated communication between individuals, especially in this emerging global economy. Electronic media, such as emails and computer conferencing have allowed remote individuals to overcome temporal, geographical and even hierarchical barriers. It is not unimaginable that individuals may be using such electronic media to negotiate conflicts with other virtual workers in the world. Thus, it is becoming increasingly important to re-examine and challenge the assumptions that traditional (face-to-face) negotiation is based on. Through a critical review of both established literature, as well as current research on negotiation and conflict resolution, this paper aims to present a framework for understanding the process of negotiation using electronic mediums of communication. Specifically, the authors focus on examining the methodology of negotiation research and consider how current methodology may be adapted to investigating the process of online negotiations.