1 / 5

Negotiating Electronically

Negotiating Electronically. How it is different How you should do it . Face-to-face versus electronic: Reduced information. Face-to-Face Body language Facial expressions Tone of voice Voice inflections Spontaneous choice of words Transparent emotion Rich communication.

liesel
Download Presentation

Negotiating Electronically

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Negotiating Electronically How it is different How you should do it

  2. Face-to-face versus electronic:Reduced information Face-to-Face • Body language • Facial expressions • Tone of voice • Voice inflections • Spontaneous choice of words • Transparent emotion Rich communication Email, Twitter, Networks • Lost nonverbal cues • Lost micro expressions • Print, photo or symbol delivery • Monotone • Asynchronous delivery allows editing • Calculated emotion Lean communication

  3. Effects of Information Technology • Reduced “turn taking” reduces trust • Anonymity increases sinister attributions • Parties make more assumptions • Distance increases counter-normative behavior • Lost cues reduce status and power effects • Email only communication produces more impasses

  4. Enhancing technology-mediated negotiations • Initial face-to-face experience • Initial teleconference/video conference • Non—task-related contact increases rapport • Humor increases trust and satisfaction

  5. The goal of A Negotiation… …is not to reach an agreement. It’s to reach a good agreement.

More Related