Introduction
In a world of ever-evolving technology, it is no surprise that e-negotiation is a viable option as it could be used to conduct negotiations between corporations and businesses, allowing them to hold negotiations with international partners or other organizations more efficiently. On the contrary, some believe that due to the lack of the traditional process of face-to-face negotiation, the outcome may vary and the process is deemed to be more complicated. This assignment aims to investigate the impacts of e-negotiations and how it is different than face-to-face negotiations.
Comparing the processes We conducted two negotiations with two different methods, e-mail negotiation and in-class negotiation. Both of the processes were very different in terms of interaction, …show more content…
Face-to face negotiation, suggested by its name, which is also the richest medium, generally involves two parties to be present which may be the key to building trust in a business relationship. Computer-mediated communication has always been linked to less trust and less effective in terms of effectiveness and the likelihood of future collaborations (Geiger & Parlamis, 2013, p. 67). This proves that face-to-face negotiation allows negotiators to build trust more easily amongst themselves. Gattiker et al. (2007) clearly stated the importance of face-to-face when trust-building is a critical outcome as there is no substitute or alternation to establish a strong foundation of trust (p. 196). Face-to-face negotiation clearly has a stronger attribute when it comes to this aspect. Hence, Jensen (2009) strongly agreed that negotiators must appear trustworthy and competent or they might give negative impressions (p. 5). This proves that the appeal of a negotiator is vital as it may affect the outcome of the negotiation, but it is clearly not an issue for e-negotiations, due to the benefit of
In a world of ever-evolving technology, it is no surprise that e-negotiation is a viable option as it could be used to conduct negotiations between corporations and businesses, allowing them to hold negotiations with international partners or other organizations more efficiently. On the contrary, some believe that due to the lack of the traditional process of face-to-face negotiation, the outcome may vary and the process is deemed to be more complicated. This assignment aims to investigate the impacts of e-negotiations and how it is different than face-to-face negotiations.
Comparing the processes We conducted two negotiations with two different methods, e-mail negotiation and in-class negotiation. Both of the processes were very different in terms of interaction, …show more content…
Face-to face negotiation, suggested by its name, which is also the richest medium, generally involves two parties to be present which may be the key to building trust in a business relationship. Computer-mediated communication has always been linked to less trust and less effective in terms of effectiveness and the likelihood of future collaborations (Geiger & Parlamis, 2013, p. 67). This proves that face-to-face negotiation allows negotiators to build trust more easily amongst themselves. Gattiker et al. (2007) clearly stated the importance of face-to-face when trust-building is a critical outcome as there is no substitute or alternation to establish a strong foundation of trust (p. 196). Face-to-face negotiation clearly has a stronger attribute when it comes to this aspect. Hence, Jensen (2009) strongly agreed that negotiators must appear trustworthy and competent or they might give negative impressions (p. 5). This proves that the appeal of a negotiator is vital as it may affect the outcome of the negotiation, but it is clearly not an issue for e-negotiations, due to the benefit of