Forty-four EMBA students were randomly assigned to negotiate in either a face-to-face condition or a voice-only condition in an integrative negotiation task— New Recruits (Neale, 1987). We found that candidates in the voice-only condition had less interest in future negotiations than...

The following sections are included:IntroductionHow Do Communication Media Differ?Are Computer Mediated Media Good or Bad for Relationship Building?Perceiving Negotiation Counterparts over Different Communication MediaDisclosure over Computer MediaImpression ManagementCommunication Media and...