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Social cues and the negotiation process *
Author(s) -
Tysoe Maryon
Publication year - 1984
Publication title -
british journal of social psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 1.855
H-Index - 98
eISSN - 2044-8309
pISSN - 0144-6665
DOI - 10.1111/j.2044-8309.1984.tb00609.x
Subject(s) - negotiation , psychology , social psychology , task (project management) , interpersonal communication , adversary , face to face , face (sociological concept) , process (computing) , social relation , political science , sociology , computer science , management , social science , computer security , epistemology , law , economics , operating system , philosophy
Decreasing the number of social cues available to a group representative negotiating an agreement with an opponent should, theoretically, increase attention to the task at the expense of their interpersonal relationship. Pairs of male undergraduates conducted a simulated union–management negotiation over an audio‐only system or face‐to‐face. Content analysis provided little evidence that audio negotiators were more neglectful of their personal relationship. Rather, they were more oriented towards negotiating the specifics of an agreement than face‐to‐face negotiators who, with greater access to social cues, held more wide‐ranging discussions. Subsidiary measures tended to support these conclusions. Theoretical implications are discussed.