Ch. 12: Key Additional Notes and Capstone Flashcards
(23 cards)
examines how the medium of communication affects negotiation
The place-time model of social interaction
The use of _________ _______ affects social behavior.
information technology
__________ negotiations are a special challenge because negotiators have strongly differing norms of communication and behavior.
Intergenerational (across different generations)
Strategies for enhancing technology-mediated negotiations
include what 5 things?
- Initial face-to-face experience
- A one-day videoconference/teleconference
- Schmoozing
- Medium Management
- Humor
Groups who make decisions via e-communication are risk (averse/seeking) for both gains and losses.
seeking
_________ is where negotiators most commonly misrepresent themselves but is also a medium to even the power/status gap.
_________ _______ are key to face to face interaction being the most integrative.
nonverbal cues
In an in person 6 person group, _____% of the talking is done by 3 or LESS people.
70%
Face-to-face communication is relatively “______,” whereas written messages are “_____”.
rich; lean
T or F: Face to Face is crucial in the initiation of relationships and collaborations.
True
the tendency for e-communication to ascribe to a diabolical intention…perception of lying or
deceiving vs face to face (F2F).
sinister bias
What theory states that negotiators are more likely to misrepresent and deceive others when they are not face-to-face.
Moral disengagement
people are risk-averse for gains and risk-seeking for losses. Paradoxically, groups that communicate
electronically are risk-seeking for both gains and losses. What effect is this?
Framing effect
Capitulations made by counterparties to reach agreement and effectively end negotiation
ending concessions
The perception that a negotiation is unstable and should be terminated
exit bias
Insulting or critical remarks or defamations of character that people exchange via e-mail
flaming
The tendency for decision makers to be risk-averse for gains and risk seeking for losses
framing effect
Taking thoughtful responsibility for the communication medium and its limitations
medium management
Behavioral theory that says people are more likely to misrepresent and deceive others when they are not face-to-face, regardless of whether they believe their lie might be discovered
moral disengagement theory
A model of communication based on the options that negotiators have when doing business across
different locations and times
place-time model
The potential information-carrying capacity of a communications medium
richness
Superficial contact that has the psychological effect of establishing a relationship between people.
schmoozing
The tendency for negotiators to behave as if they are communicating synchronously when in fact they are not
temporal synchrony bias
