Social visualization and negotiation: effects of feedback configuration and status

Authors:
Michael Nowak;Juho Kim;Nam Wook Kim;Clifford Nass
Affiliations:
Stanford University, Stanford, California, USA;Massachusettes Institute of Technology, Cambridge, Massachusetts, USA;Samsung Electronics Co., LTD., Sampyeong-dong, Republic of Korea;Stanford University, Stanford, California, USA
Venue:
Proceedings of the ACM 2012 conference on Computer Supported Cooperative Work
Year:
2012

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Abstract

We describe a social visualization system that monitors the vocal arousal levels of the participants in a simulated two-party employment negotiation. In a 3x2 factorial experiment (N = 84), we manipulate two variables of interest for social visualization systems: the feedback configuration of the system's display (participants receive self feedback vs. partner feedback vs. no feedback) and the status of the interactants (high vs. low). Receiving feedback about one's own arousal level has negative consequences for performance in and feelings about the negotiation. Receiving feedback about one's partner's arousal level interacts with status: high-status individuals benefit from the visualization, while low-status individuals do not.