Leiden University Student Repository

Ohlrogge, Max (2024)

Click or Handshake? The Impact of Communication Channels on Group Negotiations With a Strong Leader

Bachelor thesis | Psychologie (BSc)

A new age of communication asks for research on new communication media! While videoconferencing has long been innovated and is increasingly used, scientific findings on negotiation in this novel setting are still limited. Do we negotiate in similar ways and with similar outcomes online as we do in real life? Or do we perhaps limit ourselves from purposeful and effective communication resulting in suboptimal negotiation outcomes when interacting via communication media? In this study, a three-person role-play negotiation task was conducted online and in person, to research the effects of communication channels and social motives on negotiation outcomes and information sharing in groups with a dictator-like leader. Results suggest social motivation to influence joint group outcomes and levels of information sharing within the group, while communication channels do not seem to impact outcomes substantially.

Author

Ohlrogge, Max

Faculty

Faculty of Social & Behavioural Sciences

Supervisors

Steinel, W.

ECTS Credits

15

Language

en