Social visualization and negotiation: effects of feedback configuration and status.

ABSTRACTWe 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.