Comfort with Computers, Distributive Self-Efficacy and Outcomes in E-Negotiation

Though more cognitive effort is needed to communicate over less-rich media, such as chat-based negotiation, individuals can adapt to modes of communication as they become more familiar with them (Citera et al., 2005). This study examines the association between comfort with computers, distributive self-efficacy, and negotiation outcomes. We hypothesized that more comfort with computers would be associated with: a) more words used, b) higher distributive self-efficacy, and c) higher objective negotiation outcomes. Additionally, we hypothesized that joint negotiation outcomes would be predicted by joint distributive self-efficacy across negotiation dyads. Data was used from a previously conducted experimental study from 86 undergraduate students who participated in an e-negotiation. Correlations revealed significant relationships between comfort with computers and distributive self-efficacy (r = .25). Linear regression analyses did not indicate that joint distributive self-efficacy was predictive of joint negotiation outcomes. This study sheds light onto the relationship between comfort with computers and distributive self-efficacy which could be important to understanding how e-negotiation outcomes unfold.https://via.library.depaul.edu/psychologynight/1209/thumbnail.jp