Creator of Knowledge
Information Resources Management Association
Advancing the Concepts & Practices of Information Resources Management in Modern Organizations

Computer Mediated Negotiations and Deception

Computer Mediated Negotiations and Deception
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Author(s): Gabriel A. Giordano (University of Navarra, Spain), Jason Stoner (The Ohio University, USA), Robyn L. Brouer (Hofstra University, USA) and Joey F. George (The Florida State University, USA)
Copyright: 2008
Pages: 10
Source title: Handbook of Research on Computer Mediated Communication
Source Author(s)/Editor(s): Sigrid Kelsey (Louisiana State University, USA) and Kirk St.Amant (East Carolina University, USA)
DOI: 10.4018/978-1-59904-863-5.ch017


View Computer Mediated Negotiations and Deception on the publisher's website for pricing and purchasing information.


With the increasing use of technology in the workplace, more organizational communication is electronic and more group tasks are conducted in computer mediated settings than ever before. This includes negotiations, which are an important part of most organizations. Researchers are beginning to realize that the increased use of computer mediated communication in negotiations can change an individuals’ behavior, including their negotiation style and ability to detect deception. However, there is limited research in this area, so many originations are likely not aware of the problems associated with deception in computer mediated negotiations. This chapter reviews past research, a current study, and future research directions related to computer mediated negotiations and deception.

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