隨著全球性電子商務的盛行，電子化談判已經成為個人或企業管理者日常生活中不可或缺的一部分；另外也隨著網際網路以及通訊技術的進步，電子化談判的方式不再侷限電子郵件，許多組織與個人開始利用即時通訊這類同步的方式進行協商活動，而當愈來愈多的組織或個人使用這類電子媒體作為協商的媒介時，我們有必要去了解這些媒體對於談判過程以及結果的影響，以提升未來使用此溝通媒體作為協商媒介時的優勢。

另外，過去比較傳統談判模式對於談判的影響，主要集中在媒體豐富度多元線索的準則上，而同步與非同步電子談判模式最大的差異，也就是即時回饋，至今還沒有很深入的探討，因此本研究以即時回饋準則為基礎，探討同步與非同步電子談判對於過程的影響，並進一步的檢視過程對於最終決策品質的影響。

研究結果發現，當談判者使用同步電子談判系統作為協商的媒介時，在過程中會有較高的掌控程度、評估他人欺騙的能力以及訊息清楚程度，同時本研究也發現，談判者在過程中的掌控程度、評估他人欺騙的能力、任務導向溝通以及訊息清楚程度會正向的影響談判者對於最終決策品質的感受。

As a result of the prevailing of international global e-commerce, e-negotiation had become a common form of individuals or enterprise's administrators everyday. In addition due to the growing of the internet and communication technology, e-negotiation had not limited the e-mail anymore. An increasing number of individuals or enterprises exploit synchronous way, such as instant messenger to conduct business over the internet. As more organizations and individuals face a choice between these technologies, we need to understand the impact of communication media on negotiation process and outcome.
Otherwise, studies comparing traditional mode with CMC negotiations concentrate mainly on the criterion of multiple cues. The possibility to provide immediate feedback, which is determined by the communication mode synchronous vs. asynchronous), has not been considered so far. Therefore, the purpose of this research is based on the criterion of immediate feedback, and to explore how the e-negotiation mode impact negotiation process. Furthermore we also explore how these process impact the result of decision quality.
The study shows that when negotiators use synchronous e-negotiation system, they have greater control level, higher ability of evaluation others’ deception and clearer message in the process of negotiation. Furthermore, negotiators’ control level, task-oriented communication, perceptions of others’ deception and message clarity will positive impact decision quality.

第一章 緒論 8
第一節 研究背景 8
一、談判與電子談判興起 8
二、即時通訊軟體的盛行 9
第二節 研究動機與目的 10
第二章 文獻探討 12
第一節 談判基本概念 12
第二節 媒體豐富度理論 13
第三節 溝通媒體對於談判的影響 15
第四節 談判過程與結果 16
第五節 電腦中介溝通 19
第六節 同步與非同步CMC之差異 20
第七節 即時回饋與壓力 22
第三章 研究架構與假說 24
第一節 研究架構 24
第二節 研究假說 26
一、談判模式與過程 26
1.過程掌控程度 26
2.任務導向溝通 27
3.評估他人欺騙 28
4.訊息清楚程度 28
二、談判過程與結果 29
第四章 研究方法 32
第一節 實驗設計 32
第二節 實驗對象 32
第三節 實驗情境設計 33
第四節 實驗系統 34
第五節 實驗流程 36
第六節 問卷設計 38
第五章 分析與結果 41
第一節 敘述統計 41
第二節 問卷信效度分析 41
第三節 假說檢定 44
一、談判模式與過程 44
二、談判過程與結果 48
第四節 檢定結果彙整與討論 49
第六章 結論與建議 53
第一節 研究發現結論 53
第二節 研究貢獻 53
一、學術貢獻 53
二、實務貢獻 54
第三節 研究限制 54
第四節 未來研究方向 55
附錄A 參考文獻 56
附錄B 研究問卷 63
附錄C 實驗網站介紹 67

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