1 / 5

Mastering Electronic Negotiations: Leveraging Technology for Successful Agreements

Learn the nuances of negotiating electronically versus face-to-face and how to excel in both scenarios. Understand the impact of reduced information in electronic communication, the importance of body language and tone of voice in face-to-face interactions, and the effects of technology on trust, rapport, and satisfaction in negotiations. Discover strategies to enhance technology-mediated negotiations, including the role of humor, non-task-related contacts, and initial face-to-face experiences. Uncover how communication dynamics change between email, Twitter, and networks, and the influence of information technology on trust, assumptions, and power dynamics. Remember, the ultimate goal of negotiation isn't just reaching an agreement, but reaching a good agreement that satisfies all parties.

liesel
Télécharger la présentation

Mastering Electronic Negotiations: Leveraging Technology for Successful Agreements

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