communication tech - Communication Technology, Negotiation,...

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Unformatted text preview: Communication Technology, Negotiation, and Conflict Communication Media and Negotiation Outcomes Face-to-face Most frequent outcome is a mutually beneficial agreement Telephone Asymmetric outcome (one party gets more), but there is a settlement Email Most common outcome is impasse 50% of email negotiations end in impasse 19% of face-to-face end in impasse Differences in email negotiations Share less information (haggling script) Info shared more likely to be exaggerated or altered Lie more readily More rigid reciprocity expectations More sensitive to not giving more than getting Less flexible Conflict more likely to escalate Ruder (8 times more likely in email than face-to-face) Email negotiations work best when: There is already rapport between the parties Spend some time establishing rapport Exchange personal information, hobbies, chat before becoming task-oriented Dont respond defensively to a comment that might seem aggressive If things are going astray--CALL Successful email negotiators...
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communication tech - Communication Technology, Negotiation,...

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