Negotiating via Information Technology: Theory and Application

In this review article, we examine how people negotiate via e-mail and in particular, how the process and outcomes of e-negotiations differ from those of traditional face-to-face bargaining. We review the key tasks of negotiation and then undertake a review of the research literature that has examined e-negotiations. We outline four theories of interaction that provide insights about social behavior in e-media: rapport building, social contagion, coordination, and information exchange. Our research program has focused on the interpersonal factors and social identity factors that can enhance the quality of e-negotiations. E-negotiators often succumb to the temporal synchrony bias, the burned bridge bias, the squeaky wheel bias, and the sinister attribution bias. We discuss social psychological factors that can reduce these biases and the future of research on e-negotiations.     

Adolescent emotion regulation trajectories: The influence of parent and friend emotion socialization

With mounting evidence demonstrating the link between child emotion regulation (ER) and emotion socialization, we conducted a longitudinal study to understand (a) emotion-specific trajectories of adolescent ER and (b) how specific parent and friend emotion socialization strategies impact ER over 4 years. Participants were 209 adolescents (52.5% girls; M_age = 12.66 years; 75.7% White) and their parents. Latent growth curve models identified unique trajectories for anger and sadness/worry regulation. Anger regulation increased across time, whereas sadness/worry regulation remained highly stable longitudinally, lacking variance for growth modeling. Friend emotion socialization emerged as a more salient predictor of anger regulation than parent emotion socialization. Friend reward, override, and punish responses predicted initial levels. Friend punish and parent magnify responses predicted the slope.