1. Negotiation through Information Technology

Negotiation through Information Technology

Flashcards

Q1
Face to face communication encourages cooperation in negotiators and fosters the development of interpersonal synchrony and rapport.

Q2
The challenges of __________ communication are a loss of informal communication, a separation between interaction and feedback, and flexibility in the timing of the negotiation.

Q3
__________ happens when negotiators interact asynchronously, but have access to the same physical document or space.

Q4
Which of the following biases affect different place, different time communications?

A4
  • Temporal Synchrony bias
  • Exit bias
  • Flaming bias
  • Sinister attribution bias

Resource Video: https://thebusinessprofessor.com/knowledge-base/remote-and-asynchronous-negotiations/

Q5
___________ Is the tendency for negotiators to behave as if they are communicating synchronously when in fact they are not.

Q6
___________ Is the perception that the negotiation is unstable and should end.

Q7
_________ Concerns the insulting or critical remarks or defamations of character that people exchange via electronic mail.

Q8
__________ Is the tendency for e-communicators to ascribe diabolical intentions to the other party.

Q9
Identify the potential benefits of communicating through IT?

A9
Stronger arguments are more successful - weaker arguments are less effective

  • Greater ability (time) to ruminate over a negative or confrontational message.
  • Affects Perception of Risk
  • Limits Visual & Social Cues
  • Identity Association with a group
  • Affects Rapport and Relationships
  • Affects Trust and Perception of the Other Party
  • Alters effects of Status and power
  • Increases Cooperation
  • Deemphasizes Social networks
  • Affects Risk taking
  • Affects Confidence and Satisfaction

Resource Video: https://thebusinessprofessor.com/knowledge-base/it-effects-negotiation/

Q10
Which of the following is NOT a tactic for improving negotiation through information technology?