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.

What challenges arise in establishing rapport and relationships during electronic negotiations?

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How does the lack of social cues in IT communication affect trust between negotiating parties?

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What is the impact of electronic communication on individuals' confidence and satisfaction in negotiations?

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