Computer Mediated Communication and Negotiation: Effects of Media and Power on Relationship Development
Authors:
- Daniel Andrew Cronin (University of Maryland)
- Deborah A. Cai (University of Maryland)
The study resulted in conclusions about two main areas related to negotiation and computer mediated communication: (1) interpersonal relationships can develop over lean media like e-mail and (2) the characteristics of e-mail affect relationship development when compared to FTF. With regard to interpersonal relationships and negotiation, the study suggests that individuals learn to manage their interpersonal relationships via e-mail because it can be a useful tool for managing one's persona.