In this paper, we study the effects of synchronous and asynchronous communication mode on electronic negotiations. By applying content analysis, we compare the negotiation processes of two e-negotiation simulations conducted in a synchronous and an asynchronous setting. Our results show significant differences in communication behaviour of subjects. Synchronous negotiation mode leads to less friendly, more affective, and more competitive negotiation behaviour. In the asynchronous communication mode, negotiators exchange more private and task-oriented information and are friendlier. These results suggest that negotiators in the asynchronous mode, who have more time to reflect, cool down and control emotions better while negotiators, who communicate synchronously engage more in emotional and competitive "hot" debates. In addition, negotiators in the asynchronous mode are more satisfied with the process and outcome of the negotiation. We conclude that de-individuation and escalating effects might be caused by communication mode rather than by the ability of the media to transmit social cues.

Diabetes mellitus affects approximately 171 million individuals worldwide. The costs of the adult form of diabetic mellitus account for up to 6% of total health care expenditures in industrialized countries. About 25% of these diabetics develop disabling and most painful foot complications accounting for about 17% of the direct lifetime costs. Diabetic foot prevention programs have been recently introduced in some Austrian federal states to meet the diabetic health targets of the Austrian Health Plan and the St. Vincent Declaration. We developed a new age-group specific Markov model combined with a Monte Carlo simulation model to help policymakers analyze the cost-effectiveness of such programs compared to the status quo in terms of incremental costs per quality-adjusted life years gained (QALY). The Markov model revealed that diabetic foot prevention programs were cost saving when targeted at patients at high risk and mainly cost-effective when targeted at patients with mild symptoms. The Monte Carlo simulation showed that only large scope prevention programs would fulfill the specified reductions in the number of diabetic foot complications as defined in the Austrian Health Plan and the St. Vincent Declaration. Our results clearly indicate the enormous impact of diabetic foot prevention programs.

■ Within the last decade, the significance of electronic interaction in organizations has increased substantially. Managing difficult situations and conflicts via e-mail, chat, or more sophisticated communication technologies is a daily business for managers in international organizations. Therefore, electronic negotiations, the terminus technicus for computer-mediated communication processes, aimed at reaching mutually beneficial solutions for conflicts, require more attention of scholars as well as practitioners. The purpose of this paper is to gain insight into e-negotiation processes helping to better understand how conflict can be resolved when interpersonal cues are not at hand. We conducted a laboratory experiment and applied content and phase analysis to transcripts of electronic negotiations. As negotiation theory suggests, we find two distinct phases, a differentiation phase followed by an integration phase. Within the two phases, there is a shift in strategic function, i.e. from providing information in the differentiation phase towards strategic action in the integration phase. Moreover, negotiation behavior can also be mapped in a more differentiated four-phase model. Special emphasis is put on the effect of prior negotiator relationship in two conflict settings. Our results show that negotiators who personally know each other manage conflicts with high intensity better and therefore reach an agreement more often. Recommendations for electronic negotiations are discussed based on the results.

In this empirical study, we present a new method for analyzing coded and categorized data of negotiation protocols. By applying a data-driven identification of negotiation phases we are able to identify endogenous dynamics of negotiation processes and to combine advantages of both, episodic and stage models of phase analysis. We present an exemplary study in which we compare processes of synchronous and asynchronous electronic negotiations. This analysis shows that, while synchronous negotiations follow a phase model similar to sequential stage models as discussed for face-to-face negotiations, asynchronous negotiations show less evidence of such a structure.