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The Curse of the Smartphone: Electronic Multitasking in Negotiations
Author(s) -
Krishnan Aparna,
Kurtzberg Terri R.,
Naquin Charles E.
Publication year - 2014
Publication title -
negotiation journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.238
H-Index - 32
eISSN - 1571-9979
pISSN - 0748-4526
DOI - 10.1111/nejo.12055
Subject(s) - human multitasking , negotiation , phone , psychology , mobile phone , perception , reading (process) , trustworthiness , outcome (game theory) , internet privacy , face to face , social psychology , computer science , political science , cognitive psychology , telecommunications , linguistics , philosophy , mathematics , mathematical economics , epistemology , neuroscience , law
In this study, we have explored the use of mobile phones during negotiations. Specifically, we examined the effects that multitasking — reading messages on a mobile phone while negotiating face to face — had on the outcome achieved in a negotiation, as well as on perceptions of professionalism, trustworthiness, and satisfaction. Using an experimental design in a face‐to‐face dyadic negotiation, we found that multitasking negotiators achieved lower payoffs and were perceived as less professional and less trustworthy by their partners.