mobile icon

The influence of media on successful negotiations

Social Processes Lab


Juli 2013 open-ended


Budget resources of KMRC


Business negotiations are held more and more frequently via videoconference. While previous research has mainly addressed the question of how to differentiate successful from less successful negotiation strategies, little is known about the influence of situational conditions in negotiations, for example of the communication medium used. Within the scope of this project two media are compared: Skype and face2face – a touch based video conferencing tool with direct eye contact developed by the KMRC and the University of Tübingen. The project aims at investigating the effect of the media used in the negotiations, with the main research focus being on the importance of the communication medium for social presence, private self-awareness and perspective taking, which should have an influence on the outcome of the negotiation.