Negotiation and

Information Technology
By :Deepak verma
Roll no 6463

Introduction To Negotiation and IT Abstract

There is a hundred of evidence on how information technology affects social
behavior, Information Technology, "I.T. refers to anything related to computing
technology, such as networking, hardware, software, the Internet, or the people
that work with these technologies.
Since we live in the "information age," information technology has become a part
of our everyday lives.
how e-mail, as a particularly important type of information technology, affects
negotiation behavior, or how powerful the internet can be when used as a public
sounding board
How "I.T. affects negotiation behavior, what is the strategies to help Negotiators
expand & divide the pie effectively.

Introduction To e.Negotiation
Objectives

Know what is Negotiation & the impact of IT on Negotiation

Study a model of social interaction
Understand the effects of IT on Social Behavior
Examine tactics to enhance technology mediated negotiations

Introduction To e.Negotiation
What is Negotiation ?
Negotiation is a noun from Verb Negotiate
The verb (used without object)
deal with others, as in the preparation of a treaty or contract or in preliminaries to a business deal.
The verb (used with object).

To

To arrange for or bring about by discussion and settlement of terms: to negotiate a loan.
To manage; transact; conduct: He negotiated an important business deal.
To move through, around, or over in a satisfactory manner: to negotiate a difficult dance step without tripping:
to negotiate sharp curves.
To transfer (a draft, promissory note, etc.) to a new owner by endorsement and delivery

Origin: 15901600

Related form
Synonyms Talk,

To communicate in search of mutual agreement, 1590s

Negotiator(noun) Re/ Pre-negotiate(verbs) Well/ Un-negotiated (adjectives)
Discuss,

Consult,

Bargain,

Agree,

Settle

Introduction To e.Negotiation
Place-Time Model of Social interactions

The Place-Time model describes four sub-models of interactions:Same Time & Same Place Same Time & Different Place Different Time & Same Place Different Time & Different Place

As might be suspected Negotiation behavior unfolds differently in each sub-models

One consideration is the richness or the potential information carrying of the communications.

Place-Time Model of Social interactions

IT and its effects on Social Behavior

In addition to affecting negotiated outcomes IT has an extremely powerful effect on social behavior in
general
Negotiators must understand how their own behavior is affected by technology in face-to-face
negotiations: Trust People who negotiate online trust each other less even before beginning the negotiation
Weak get strong effect People do not contribute to conversation equally
Social Networks Who Communicate with whom via technology, the natural of social networks that
shape negotiation behavior changes dramatically when IT enters the picture as a form of
communication
Risk Taking according to the framing effect people are risk-averse for gains and risk seeking for losses
Rapport and social Norms building trust and rapport is critical for negotiation success, when
technological change creates new social situations, traditional, expectations and norms lose their
power, People invent new ways of behaving.

Strategies for enhancing Technology

mediated negotiations
Often negotiators do not have the luxury of face to face meetings for the duration
of their negotiations, What strategies can be employed to enhance successful pieexpansion and pie-slicing?
Tactics:-Initial Face to face experience The effectiveness of virtual and face to
face teams was compared as they worked on a brainstorming exercise and a
negotiation exercise. Oftentimes people develop rapport on the basis of a short
face to face meeting which can reduce uncertainty and build trust
One-day Videoconference/Teleconference If face to face meeting is out of the
question an alternative may be to get everyone online so that at least people can
attach a name to a face. It may be more feasible than face to face meeting.

Conclusion
Use the place-time model of social interaction to examine how the
medium of communication affects negotiation
e.Negotiation is not a replacement of the traditional Negotiation
We can get the optimum benefits from applying the e.Negotiation with
the formal subjects, on the other hand the traditional Negotiation is
more reliable with the informal subjects
Start with the e.Negotiation may lead to traditional Negotiation and
vise versa
Next step is a ready made programs to simulate any cases with many
solutions to be apply, Artificial Negotiation Intelligent (ANI).