Effect of Information Technology on Negotiation

The video explores how information technology impacts negotiation processes. It highlights the amplification of strong arguments, the allowance for more time and emotional control, and the perception of increased risk. The lack of visual and social cues affects identity association and trust, while status and power dynamics are diminished. IT communication influences cooperation, social network access, risk-taking behavior, and confidence levels, often leading to less satisfaction in negotiation outcomes.

How does IT-mediated negotiation affect the strength of arguments?

• It has no effect on argument strength.

• It weakens arguments due to lack of social cues.

• It amplifies strong arguments by focusing on the message.

• It makes arguments irrelevant.

What is a common perception when communicating with unfamiliar parties through IT?

• They are less prone to risk-taking.

• They are more familiar than they seem.

• They are more trustworthy.

• They have a higher propensity for risk-taking.

How does the lack of social cues in IT-mediated communication affect identity association?

• It makes identity irrelevant.

• It strengthens personal identity.

• It leads to reliance on group identity.

• It has no effect on identity.

What impact does IT have on power dynamics in negotiations?

• It enhances the power of influential individuals.

• It diminishes the power of larger individuals.

• It makes everyone equally powerful.

• It has no impact on power dynamics.

How does IT-mediated communication affect cooperation?

• It increases cooperation due to more social interactions.

• It decreases cooperation due to lack of social interactions.

• It has no effect on cooperation.

• It makes cooperation mandatory.

What is a common effect of IT on confidence levels in negotiations?

• It always increases confidence.

• It always decreases confidence.

• It can either increase or decrease confidence depending on the individual's initial confidence level.

• It has no effect on confidence.

How does IT-mediated negotiation typically affect satisfaction with outcomes?

• It has no effect on satisfaction.

• It makes satisfaction irrelevant.

• It decreases satisfaction due to lack of social elements.

• It increases satisfaction due to clear communication.