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Negotiating on Social Media – Creating and Claiming Value While Establishing a Valuable Relationship

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Social Computing and Social Media (HCII 2023)

Part of the book series: Lecture Notes in Computer Science ((LNCS,volume 14026))

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Abstract

The course and evaluation of negotiations is determined to a great extent by perceived subjective value. Negotiators want to feel respected, accepted, and valued by the other negotiator (feelings about the self). The relationship should be valued during the negotiation (feelings about the relationship) and the negotiation process should be conducted in such a way that the process-related interests are taken into account (feelings about the process). At the same time, economic interests need to be met (feelings about the instrumental outcomes). Only when the elements of subjective value are taken into account in negotiations, value can be created and claimed. Within this paper, a model of negotiation is developed which incorporates the specifics and characteristics of social media as form of computer-mediated negotiation. Afterwards, Taylor Swift’s negotiations with Spotify and Apple will be used as case studies to highlight the potentials and pitfalls of social media negotiations and to draw conclusions and recommendations for future negotiations.

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Author information

Authors and Affiliations

  1. Institute for Entrepreneurship & Business Development, Universität zu Lübeck, Lübeck, Germany

    Christian W. Scheiner

  2. Christian-Albrechts-Universität zu Kiel, Kiel, Germany

    Christian W. Scheiner

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  1. Christian W. Scheiner
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Correspondence to Christian W. Scheiner .

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Editors and Affiliations

  1. University of Bucharest, Bucharest, Romania

    Adela Coman

  2. University of Tsukuba, Tsukuba, Japan

    Simona Vasilache

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Scheiner, C.W. (2023). Negotiating on Social Media – Creating and Claiming Value While Establishing a Valuable Relationship. In: Coman, A., Vasilache, S. (eds) Social Computing and Social Media. HCII 2023. Lecture Notes in Computer Science, vol 14026. Springer, Cham. https://doi.org/10.1007/978-3-031-35927-9_35

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  • DOI: https://doi.org/10.1007/978-3-031-35927-9_35

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  • Publisher Name: Springer, Cham

  • Print ISBN: 978-3-031-35926-2

  • Online ISBN: 978-3-031-35927-9

  • eBook Packages: Computer ScienceComputer Science (R0)

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