NDLI: Negotiating over Mobile Phones: Calling or Being Called Can Make the Difference

Content Provider	Springer Nature Link
Author	Vinciarelli, Alessandro Salamin, Hugues Polychroniou, Anna
Copyright Year	2014
Abstract	Mobile phones pervade our everyday life like no other technology, but the effects they have on one-to-one conversations are still relatively unknown. This paper focuses on how mobile phones influence negotiations, i.e., on discussions where two parties try to reach an agreement starting from opposing preferences. The experiments involve 60 pairs of unacquainted individuals (120 subjects). They must make a “yes” or “no” decision on whether several objects increase the chances of survival in a polar environment or not. When the participants disagree about a given object (one says “yes” and the other says “no”), they must try to convince one another and reach a common decision. Since the subjects discuss via phone, one of them (selected randomly) calls while the other is called. The results show that the caller convinces the receiver in 70 % of the cases ( $$p$$ value = 0.005 according to a two-tailed binomial test). Gender, age, personality and conflict handling style, measured during the experiment, fail in explaining such a persuasiveness difference. Calling or being called appears to be the most important factor behind the observed result.
Starting Page	677
Ending Page	688
Page Count	12
File Format	PDF
ISSN	18669956
Journal	Cognitive Computation
Volume Number	6
Issue Number	4
e-ISSN	18669964
Language	English
Publisher	Springer US
Publisher Date	2014-05-04
Publisher Place	Boston
Access Restriction	One Nation One Subscription (ONOS)
Subject Keyword	Negotiation Persuasiveness Mobile phones Personality Conflict handling style Neurosciences Computation by Abstract Devices Artificial Intelligence (incl. Robotics) Computational Biology/Bioinformatics
Content Type	Text
Resource Type	Article
Subject	Cognitive Neuroscience Computer Science Applications Computer Vision and Pattern Recognition

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1	Ministry of Education (GoI), Department of Higher Education	Sanctioning Authority	https://www.education.gov.in/ict-initiatives
2	Indian Institute of Technology Kharagpur	Host Institute of the Project: The host institute of the project is responsible for providing infrastructure support and hosting the project	https://www.iitkgp.ac.in
3	National Digital Library of India Office, Indian Institute of Technology Kharagpur	The administrative and infrastructural headquarters of the project	Dr. B. Sutradhar bsutra@ndl.gov.in
4	Project PI / Joint PI	Principal Investigator and Joint Principal Investigators of the project	Dr. B. Sutradhar bsutra@ndl.gov.in Prof. Saswat Chakrabarti will be added soon
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