Negotiating Electronically How it is different How you should do it

Face-to-face versus electronic: Reduced information Face-to-Face Body languageBody language Facial expressionsFacial expressions Tone of voiceTone of voice Voice inflectionsVoice inflections Spontaneous choice of wordsSpontaneous choice of words Transparent emotionTransparent emotion Rich communication Rich communication , Twitter, Networks , Twitter, Networks Lost nonverbal cuesLost nonverbal cues Lost micro expressionsLost micro expressions Print, photo or symbol deliveryPrint, photo or symbol delivery MonotoneMonotone Asynchronous delivery allows editingAsynchronous delivery allows editing Calculated emotionCalculated emotion Lean communication Lean communication

Effects of Information Technology Reduced “turn taking” reduces trustReduced “turn taking” reduces trust Anonymity increases sinister attributionsAnonymity increases sinister attributions Parties make more assumptionsParties make more assumptions Distance increases counter-normative behaviorDistance increases counter-normative behavior Lost cues reduce status and power effectsLost cues reduce status and power effects only communication produces more impasses only communication produces more impasses

Enhancing technology- mediated negotiations Initial face-to-face experienceInitial face-to-face experience Initial teleconference/video conferenceInitial teleconference/video conference Non—task-related contact increases rapportNon—task-related contact increases rapport Humor increases trust and satisfactionHumor increases trust and satisfaction

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