An experimental study of credibility in e‐negotiations

E‐negotiators' credibility was compared to that of face‐to‐face (FTF) negotiators in an integrative bargaining task. Dyads were randomly assigned to negotiate either on the computer or FTF. E‐negotiators perceived their opponents to be less credible and reported less selfcredibility than FTF negotiators. Although lying did not vary significantly from FTF to e‐negotiations, self‐credibility and lying were negatively correlated. E‐negotiators were also more likely to advocate using dishonesty in the future. Consistent with psychological distance theory, skepticism regarding the credibility of e‐negotiators appears warranted.