What is Integrative Negotiating

With the increasing use of technology in the workplace, more organizational communication is electronic and more group tasks are conducted in computer mediated settings than ever before. This includes negotiations, which are an important part of most organizations. Researchers are beginning to realize that the increased use of computer mediated communication in negotiations can change an individuals’ behavior, including their negotiation style and ability to detect deception. However, there is limited research in this area, so many originations are likely not aware of the problems associated with deception in computer mediated negotiations. This chapter reviews past research, a current study, and future research directions related to computer mediated negotiations and deception.