Negotiation via Information Technology

How do e-negotiations differ from traditional face-to-face bargaining?

Answer explanation

E-negotiations utilize digital platforms, allowing for asynchronous communication and broader reach, while traditional bargaining relies on real-time, face-to-face interaction, fostering immediate feedback and personal connection.

What are the four theories of interaction that provide insights about social behavior in e-media?

Answer explanation

The four theories of interaction in e-media are Social Presence Theory, Media Richness Theory, Social Information Processing Theory, and Uses and Gratifications Theory. These theories help understand how individuals behave and communicate online.

What are the interpersonal factors and social identity factors that can enhance the quality of e-negotiations?

Answer explanation

Interpersonal factors like trust and communication enhance collaboration, while social identity factors such as shared values and group affiliation foster a sense of belonging, both improving the quality of e-negotiations.

What is the temporal synchrony bias in e-negotiations?

Answer explanation

The temporal synchrony bias in e-negotiations refers to the tendency for participants to overvalue immediate responses and interactions, potentially leading to hasty decisions and misjudgments due to the pressure of real-time communication.

What is the burned bridge bias in e-negotiations?

Answer explanation

The burned bridge bias in e-negotiations refers to the tendency of negotiators to make decisions that irreparably damage relationships, often due to the lack of face-to-face interaction, leading to more aggressive or hostile tactics.

What is the squeaky wheel bias in e-negotiations?

Answer explanation

The squeaky wheel bias in e-negotiations refers to the tendency for negotiators to give more attention to the most vocal or demanding participants, potentially skewing the negotiation process and outcomes.

What is the sinister attribution bias in e-negotiations?

Answer explanation

The sinister attribution bias in e-negotiations refers to the tendency to interpret others' actions as malevolent or self-serving, especially in the absence of non-verbal cues, leading to misunderstandings and conflict.

What are the key tasks of negotiation?

Answer explanation

Key tasks of negotiation include preparation, communication, problem-solving, and reaching an agreement. These steps help parties understand each other's needs and find mutually beneficial solutions.

What is integrative negotiation?

Answer explanation

Integrative negotiation is a collaborative approach where parties seek mutually beneficial solutions, focusing on interests rather than positions. It aims to create value and improve relationships, contrasting with competitive negotiation.

What is distributive bargaining?

Answer explanation

Distributive bargaining is a negotiation strategy where parties compete over a fixed resource, aiming to maximize their share. It often involves tactics like making initial offers and counteroffers to reach a settlement.