{'fraction_non_alphanumeric': 0.02211191335740072, 'fraction_numerical': 0.0018050541516245488, 'mean_word_length': 5.971698113207547, 'pattern_counts': {'":': 0, '<': 0, '<?xml version=': 0, '>': 0, 'https://': 0, 'lorem ipsum': 0, 'www.': 0, 'xml': 0}, 'pii_count': 0, 'substrings_counts': 0, 'word_list_counts': {'cursed_substrings.json': 0, 'profanity_word_list.json': 0, 'sexual_word_list.json': 0, 'zh_pornsignals.json': 0}}
Supporting Integrative Negotiation via Computer Mediated Communication Technologies

Abstract This paper presents an empirical study of dyadic negotiation supported by computer-mediated communication media. Dyads of MBA students from mainland China and the United States negotiated in a distributed, semisynchronous environment. The task was based on a scenario developed and used extensively by Lituchy (1992) involving distribution of real estate. The technologies were electronic mail and Internet/World Wide Web-based threaded discussion, configured to appear and function very similarly to electronic mail. Outcome measures included joint profitability of the negotiation (reflecting its integrativeness) and perceptions of suitability of the technologies for the task (task-technology fit). Hypotheses drew from literatures on integrative negotiation, negotiation and group support systems, technology adoption, and cross-cultural psychology. As predicted by previous research, Chinese dyads (from a collectivist culture) reached higher average joint profitability (more integrative solutions) than did American dyads (from an individualist culture). These results concur with those obtained with similar cultural groups in previous studies. Both groups of dyads here achieved somewhat lower joint profitability than similar groups who negotiated face-to-face without computer support in previous studies. Neither amount of information technology experience nor assigned technology had any effect on profitability or on any perceptions of task-technology fit. Subjects from both cultures reported that the technologies were acceptable for the task. Chinese subjects preferred the computer-based technologies to face-to-face negotiation, preferred the computer-based technologies to the telephone for dispersed negotiation, and felt that these media were more secure and private than telephony. Americans showed reversed preferences. The authors stated that the technologies used are already being adopted in mainland China in their primary roles as communication support media. Results are consonant with the technologies' expected adaptation as negotiation support tools, appropriate for both cultural groups.