The purpose of this study is to gain insight into the question of whether the phenomenon of self-fulfilling prophecy present in face-to-face interactions can also be identified in electronic negotiation processes. They confirmed the dynamics of self-fulfilling prophecy in computer-based communication.

Actors react less to the objective reality of a specific situation but rather to the individual and perceived meaning. In other words, the subjective starting point is more influential upon an interaction than the objective variables of the interaction partner and the situation. This is true within and outside of organizations. This phenomenon was subsumed to the concept of self-fulfilling prophecy (SFP) by the sociologist Robert Merton in 1948. This phenomenon can be identified in different areas of everyday life.

Source Link: http://www.igi-global.com/article/self-fulfilling-prophecy-negotiations/69514