An experimental study of credibility in e-negotiations



E-negotiators' credibility was compared to that of face-to-face (FTF) negotiators in an integrative bargaining task. Dyads were randomly assigned to negotiate either on the computer or FTF. E-negotiators perceived their opponents to be less credible and reported less selfcredibility than FTF negotiators. Although lying did not vary significantly from FTF to e-negotiations, self-credibility and lying were negatively correlated. E-negotiators were also more likely to advocate using dishonesty in the future. Consistent with psychological distance theory, skepticism regarding the credibility of e-negotiators appears warranted. © 2005 Wiley Periodicals, Inc.