Can We Negotiate and Still Be Friends?

In this essay, we address why it is that people may not feel comfortablenegotiating with friends. We hypothesize what the effects of friendshipcould be on the negotiation process and outcome, and propose also how anegotiation could impact a friendship. Finally, we suggest means for measuringthis impact. This essay, based on a discussion at the Hewlettconference, does not provide answers but instead proposes questions withthe hope that these questions will provoke future research into these areas.     

E-Mail Communication and Group Cooperation in Mixed Motive Contexts

Two empirical studies are presented that explore how and why e-mail communication (versus face-to-face communication) influences cooperation in mixed motive group contexts. Results indicate that, relative to those engaging in face-to-face interaction, those who interacted via e-mail were (1) less cooperative and (2) felt more justified in being noncooperative. Feelings of justification mediated the relationship between communication media and the decision to cooperate or not.