出版社：The International Institute for Science, Technology and Education (IISTE)
摘要：This study aims to test whether the media used can predict the individual's tendency to collaborate (cooperatively) or compete in the negotiation process, and whether the use of certain media affects the maximum joint payoff of the negotiation process. This research is expected to contribute theoretically to the development of concepts concerning media richness and electronic negotiations as well as prisoner's dilemma games. This study uses an experimental design to explain the tendencies of collaboration and competition by using Prisoner's Dilemma Games. The participants are students from management programs at two universities in Indonesia. There are some limitations in this article, namely, the research model still has limitations in explaining the behavior of negotiators in making decisions, especially on negotiations with computer media. In fact, the use of computer media in negotiations encounters a number of geographic constraints, ie distance and time differences which may greatly affect the outcome of negotiations under different conditions of the study..
