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17 Cards in this Set
- Front
- Back
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Place-Time Model of Social Interaction
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- Based on the options that negotiators have when doing business across different locations and times
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face 2 face
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conveys the richest info b/c there is a facial expression, body language, tone of voice
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______ produces more win-win outcomes and even pie slicing
preference of negotiation |
face 2 face
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same time, different place
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loss of informal communication
loss off opportunity separation of feedback negotiating timing can be both bad and good |
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different time, same place
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negotiatiors interact asynchronously (at different times)
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different place, different time
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Ex: email
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five key biases affecting ability of people to negotiate through email
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temporal synchrony bias
burned bridges bias squeaky wheel bias sinister attribution bias |
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temporal synchrony bias
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__ is the tendency of negotiators to behave as if they are communicating synchronously when in fact they are not
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_____ is the tendency for e-negotiators to engage in more risky interpersonal behaviors (making threats and demands and ultimatums) in an impoverished medium that they would face-to-face
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burned bridges bias
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____ is the tendency of negotiators to adopt an adversarial negotiation style, when communication via email- whereas the same negotiator might use a positive emotional style in a face-to-face interaction.
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Squeaky wheel bias
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__ is the tendency for e-communicators to ascribe diabolical intentions to the other party
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Sinister attribution bias
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IT and it's effect on social behavior
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status and power
social networking risk taking rapport and social norms paranoia new roles |
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status and power
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the weak gets strong effect- allows weak individuals to become strong and talk more
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social networking
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usually determined by who talks to who now determined by who communicates w/ who via tech.
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risk taking
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groups becomes risk seeking for both gains and losses via e-communication
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paranoia
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uncertainty increases paranoi and leaves people more likely to assume the worst about another person or situation
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strategies for enhancing tech-mediated negotiations
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initial face to face experience
one day videoconferencing/teleconference- schmoozing |
