Wielding power in multiparty negotiations: the impact of communication medium and assertiveness
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DOI: 10.1108/ijcma-01-2021-0002
Abstract: Purpose The medium negotiators choose for communication will influence both process and outcome. To understand how medium influences power expression, this paper aims to compare value claiming by asymmetrically powerful negotiators, using face-to-face and computer-mediated… read more here.
Keywords: communication medium; medium; assertiveness; value ... See more keywords