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Marshall Scott Poole, Dale L. Shannon & Gerardine DeSanctis

In: Communication and Negotiation

Chapter 2: Communication Media and Negotiation Processes

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Communication Media and Negotiation Processes
Communication media and negotiation processes
MarshallScottPoole, DaleL.Shannon, and GerardineDeSanctis

McCLUHAN'S DOCTRINE is that the medium is the message. Even if we do not agree, it is hard to overlook the importance of communication media in negotiations. Negotiations are inherently multi-media, offering a rich mix of written texts, face-to-face confrontations, hallway conversations, telephone consultations, and use of newspapers and television to send indirect messages. It is no surprise that researchers have devoted considerable attention to the impact of various media on negotiation. The possibility of substituting telephone or audio-only channels for face-to-face negotiations has been explored in the classic studies of Morley and Stephenson (1977) and Short, Williams, and Christie (1976). Weeks and Chapanis (1976) add written communication via teletype to the equation. ...

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