The effect of flaming on computer-mediated negotiations

There is an increasing use of computer media for negotiations. However, the use of computer-mediated channels increases the hostile expressions of emotion, termed flaming. Although researchers agree that flaming has important effects on negotiation, predictions concerning these effects are inconsistent, suggesting a need for further investigation. We address this need by extending current flaming and negotiation research in two ways. First, we identify two different types of flaming: that which is motivated by perceptions concerning the negotiating opponent (e.g., he/she is unfair) and that which is motivated by perceptions concerning the negotiating context (e.g., the communication channel is too slow). Second, we differentiate between the effects of flaming on the concession behaviors of the flame sender and the flame recipient, and the effects of these behaviors on negotiated agreement. Via a laboratory study, we demonstrate that flames directed at the negotiation opponent slightly...

• Type: Journal
• Year: 2008
• Where: EJIS
• Authors: Norman A. Johnson, Randolph B. Cooper, Wynne W. Chin
• Keywords: EJIS 2008, FLAME, Flame Senders, Negotiation