Transcript ba 322 ppt chapter 12

CHAPTER 12
Negotiating via
Information Technology
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CHAPTER 12
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Exhibit 12-1: The Place-Time Model
Same Place
Different Place
Same Time
Face-to-face
Telephone
Videoconference
Different Time
Single-text editing
Shift work
Instructor’s Manual with Overheads to accompany
The Mind and Heart of the Negotiator 5/e (Thompson)
E-mail
Voice mail
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Inc. publishing as Prentice Hall
CHAPTER 12
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Exhibit 12-2: Psychological Distancing Model
Source: Adapted from Wellens, A.R. (1989, September). Effects of telecommunication media upon information sharing and team performance:
Some theoretical and empirical findings. IEEE AES Magazine, p. 14.
Instructor’s Manual with Overheads to accompany
The Mind and Heart of the Negotiator 5/e (Thompson)
Copyright ©2012 Pearson Education,
Inc. publishing as Prentice Hall
CHAPTER 12
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Exhibit 12-3: Information Technology’s Effect on Negotiator Performance
E-negotiations vs. face-to-face
Impasse rates
(finding the
ZOPA)
Enhanced e-negotiations (via schmoozing, ingroup status, etc.) vs. non-enhanced enegotiations
Brief personal disclosure over e-mail reduces
likelihood of impasse
Out-group negotiations result in more impasses than
in-group negotiations
Integrative
behaviors
(e.g., multiissue offers)
E-negotiators make more multi-issue
offers
Pie size
(expanding the
pie)
Mixed results, with some investigations
finding that face-to-face results in better
joint profits; other studies indicating no
difference
Brief telephone call prior to e-negotiations improves
joint outcomes
Negotiators concerned about group’s reputation use
more aggressive strategies, leading to lower
outcomes than negotiators focused on own reputation
Distributive
behaviors
(e.g., threats,
etc.)
Pie slicing
(distributive
outcomes)
Computer-mediated negotiations result in
more equal pie slices than do face-to-face
Trust and
rapport
Less rapport in e-negotiations
Brief telephone call prior to e-negotiation increases
cooperation and relationship quality
Negotiators who attempt to build rapport build more
trust than those who try to dominate
Source: Table partially based on Thompson, L., & Nadler, J. (2002). Negotiating via information technology: Theory and application. Journal of
Social Issues, 58(1), 109-124.
Instructor’s Manual with Overheads to accompany
The Mind and Heart of the Negotiator 5/e (Thompson)
Copyright ©2012 Pearson Education,
Inc. publishing as Prentice Hall
CHAPTER 12
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Information Technology and Its
Effect on Social Behavior
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Trust
Status and power: The “weak get strong” effect
Social networks
Risk taking
Rapport and social norms
Paranoia
Instructor’s Manual with Overheads to accompany
The Mind and Heart of the Negotiator 5/e (Thompson)
Copyright ©2012 Pearson Education,
Inc. publishing as Prentice Hall
CHAPTER 12
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Strategies for Enhancing
Technology-Mediated Negotiations
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Initial face-to-face experience
One-day videoconference/teleconference
Schmoozing
Humor
Instructor’s Manual with Overheads to accompany
The Mind and Heart of the Negotiator 5/e (Thompson)
Copyright ©2012 Pearson Education,
Inc. publishing as Prentice Hall
CHAPTER 12
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• Copyright ©2012 Pearson Education,
Inc. publishing as Prentice Hall
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