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Conference Proceeding

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The purpose of this research was to conduct and exploratory study comparing email to face-to-face negotiations primarily focusing on emotions across the two negotation environments. We used a bargaining task with a negative bargaining zone for the negotiation and pre- and post-negotiations surveys to measure motivations, emotions, and perceptions. We found that email dyads had less pro-social concerns, were less likely to reach agreement, less satisfied with the quality of the interaction during the negotiation, reported less rapport and rated future trust in their partner significantly lower than face-to-face dyads. Those negotiating face-to-face ratede their own emotions during the negotiations and those of the other party significantly higher than those negotiating over email. However, accuracy in emotion percepition was greater in the email dyads. Finally, our research shows that accuracy in perceiving negative emotions is a significant predictor of settlement, regardless of negotiation environment. Limitations an implications for future research directions are discussed.