Shht, Wait for Your Turn! Does Turn-Taking Amplify Negotiators' Motivational Orientation on Group Negotiation outcomes? An Explorative Research.

There is a dearth of research on how video communication influences the conversational mechanics and outcomes of group negotiations. Based on the proposition that video communication creates a bottleneck for the exchange of verbal communication, I hypothesized that video communication would lead to more turn-taking. Orderly turn-taking might provide negotiators more time to search and encode information consistent with their motivational orientation, thereby potentially amplifying the effect of motivational orientation on group negotiation outcomes. Two studies were conducted to answer these propositions: the pre-study assessed the expectations of 108 participants regarding turn-taking behavior for video and face-to-face negotiations, and the main study had 123 participants perform the Aloha Beach Club negotiation game in groups of three. My studies showed either inconclusive or insignificant results. In general, I found no evidence that video communication influences group...Show moreThere is a dearth of research on how video communication influences the conversational mechanics and outcomes of group negotiations. Based on the proposition that video communication creates a bottleneck for the exchange of verbal communication, I hypothesized that video communication would lead to more turn-taking. Orderly turn-taking might provide negotiators more time to search and encode information consistent with their motivational orientation, thereby potentially amplifying the effect of motivational orientation on group negotiation outcomes. Two studies were conducted to answer these propositions: the pre-study assessed the expectations of 108 participants regarding turn-taking behavior for video and face-to-face negotiations, and the main study had 123 participants perform the Aloha Beach Club negotiation game in groups of three. My studies showed either inconclusive or insignificant results. In general, I found no evidence that video communication influences group negotiation outcomes through an interaction between induced turn-taking and negotiators’ motivational orientations. Implications and suggestions for future research are discussed.Show less

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Shht, Wait for Your Turn! Does Turn-Taking Amplify Negotiators' Motivational Orientation on Group Negotiation outcomes? An Explorative Research.