Publication Type

Journal Article

Version

submittedVersion

Publication Date

4-2026

Abstract

Purpose – Prior research has yet to provide a coherent theoretical framework explaining how communication media hinder or advance negotiation success, and many dated studies are unlikely to be relevant. This study aims to examine the impact of four communication media on negotiation outcomes. It also examines the potential moderating effects of the following negotiator characteristics: conflict management style, personality traits and indirect communication style.Design/methodology/approach – A total of 400 participants formed 200 dyads to negotiate a mixed- motive relational conflict through face-to-face (FTF) interaction, videoconferencing, audio call or synchronous text messaging. Linear mixed regression was used to assess the impact of communication media on non-economic outcomes of the individual negotiator and the moderating effect of negotiator traits. One- way and two-way analyses of variance were used to examine the impact of economic outcomes, as well as the moderating effect of negotiator traits, on negotiation dyads.Findings – The study found the synchronous text-based negotiations yielded poorer negotiation outcomes than other media. However, there were no significant differences in negotiation outcomes across FTF, video and audio negotiations, except for higher trust levels in FTF negotiations than video and audio negotiations, and higher value creation in audio than FTF negotiations. Importantly, the study revealed the moderating effect of conflict management style, indirect communication style and the personality traits of extraversion, conscientiousness, agreeableness and emotional stability. Specifically, dyads in which both negotiators had high assertiveness achieved lower joint value creation in FTF than audio and video negotiations. Furthermore, for dyads characterized by mismatched levels of extraversion, joint value creation was significantly lower in FTF negotiations than video and audio negotiations.Research limitations/implications – Greater statistical power for negotiator traits’ effects on economic outcomes could have been achieved with a higher number of dyads.Practical implications – When choosing the most appropriate medium for negotiating a complex matter with no prior familiarity with one's counterpart, it is prudent to rely on FTF interaction if it is crucial to establish trust. On the other hand, synchronous text messaging is a poor fit in terms of both economic and non- economic outcomes. When economic outcomes such as joint value creation are important, audio communication may surpass FTF communication due to the potential for negotiators to focus better on the content of their negotiation. With regard to other economic and non-economic outcomes, FTF, video and audio modes are likely to lead to comparable outcomes. The choice of communication mode does matter for certain outcomes, but the most optimal mode may differ across negotiators. It is more crucial to understand the characteristics of the negotiators as they have been shown by this study to influence the impact of communication media on negotiation success. For instance, the FTF setting, while conducive for trust- building, may not lead to positive economic outcomes if the negotiators have mismatched extraversion levels or are both assertive in their conflict management styles. Leaner media, such as video or audio communication, may be more appropriate in this regard.

Keywords

Extraversion, Personality, Negotiation, Communication media, Conflict management style

Discipline

Dispute Resolution and Arbitration

Research Areas

Dispute Resolution

Areas of Excellence

Digital transformation

Publication

International Journal of Conflict Management

First Page

1

Last Page

40

ISSN

1044-4068

Identifier

10.1108/IJCMA-06-2025-0198

Publisher

Emerald

Copyright Owner and License

International Journal of Conflict Management

Additional URL

https://doi.org/10.1108/IJCMA-06-2025-0198

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