Chapter 12: Negotiating in a Virtual World

Question 1

What model is based on the four modes of interaction that negotiators have when doing business across different locations and times?

Answer 1

Place-Time Model of Social Interaction

Question 2

________ describes the potential information-carrying capacity of a communication medium.

Answer 2

richness (aka means valuable or productive when it comes to communicating with somebody else)

Question 3

What kind of communication is relatively “rich”, whereas written messages are “lean”?

Answer 3

Face-to-face communication

Question 4

Match the following to which type(s) of communication they describe in the place-time model of social interaction:
1. Same time, same place
2. Same time, different place
3. Different time, same place (not talking to somebody live)
4. Different time, different place

Answer 4

1. Face to face
2. Telephone, videoconference, or Skype, zoom, etc. (same time means live by the way)
3. Dropbox, shift work
4. Text message, e-mail, voicemail (person will find this information later on)

Question 5

The Place-Time Model of Social Interaction is based on what model?

Answer 5

Psychological distancing model
(aka it’s all psychological. It’s how humans deal with different communication styles, how we approach it, how it makes us feel internally, etc.) (look at picture in camera roll of this model if needed)

Question 6

What type of communication is CRUCIAL in the initiation of relationships and collaborations?

Answer 6

Face to face communication

Question 7

Face to face communication (same time, same place) encourages _______ and _________ in negotiators. It also fosters the development of interpersonal _________ and ________.

Answer 7

cooperation; trust; synchrony; rapport

Question 8

The ________ and ________ of face to face communication is determined by how closely people are located to one another.

Answer 8

incidence; frequency

Question 9

Which type of communication is easier and more likely to occur than the other forms of communication?

Answer 9

Face-to-face

Question 10

Many negotiations occur from _____ ______, which can only happen by face-to-face colocation.

Answer 10

chance encounters

Question 11

Why is face to face communication important? (2 things)

Answer 11

1. People primarily rely on nonverbal signals to help them conduct social interactions. (know this)
2. Important behavioral, cognitive, and emotional processes are set into motion when people meet face-to-face.

Question 12

When parties negotiate in real time, but are not physically in the same place.

Answer 12

Same time, different place (ex: Zoom)

Question 13

What are 4 key challenges of same time, different place?

Answer 13

1. Loss of information communication
2. Lost opportunity
3. Separation of feedback
4. Instant messaging and ending concessions

Question 14

Which type of communication is better?
Same time, different place or different time, same place?

Answer 14

Same time, different place

Question 15

Negotiators interact asynchronously, but have access to the same physical document or space. What type of communication?

Answer 15

Different time, same place

(ex: shift workers who pick up the task left for them by the previous shift worker)

Question 16

A shared Excel file that a group is working on is an example of what type of communication?

Answer 16

Different time, same place

Question 17

Negotiators communicate asynchronously from different places. What type of communication?

Answer 17

Different time, different place
(ex: text, DM, e-mail)

Question 18

The most ubiquitous type of different-time, different-place communication is…

Answer 18

e-mail

Question 19

What are the 4 key biases that affect email negotiations (different time, different place)?

Answer 19

1. Temporal synchrony bias
2. Exit bias
3. Flaming bias
4. Sinister attribution bias

Question 20

Match the following definitions to which key bias that affects email negotiations they describe:
1. Tendency to behave as if they are communicating synchronously when they are not.
2. The perception that the negotiation is unstable and should be terminated.
3. Establish an adversarial style via email not common in face to face.
4. Tendency for e-communication to ascribe to a diabolical intention…perception of lying or deceiving vs. face to face.

Answer 20

1. Temporal synchrony bias
2. Exit bias
3. Flaming bias (the concept where people will tend to be more bold/aggressive in email communications that they would never do face to face)
4. Sinister attribution bias

Question 21

T or F: To be successful, negotiators must understand information technology’s (IT) affects on their own behavior.

Answer 21

True

Question 22

IT and its Affects on Social Behavior:
People who negotiate online trust each other (more/less) BEFORE beginning the negotiation and trust each other EVEN (more/less) after the online interaction.

Answer 22

less; EVEN less

Question 23

IT and its Affects on Social Behavior:
People are (more/less) willing to lie when communicating via email rather than by pen and paper and feel (more/less) justified in doing so.

Answer 23

more; more

Question 24

What theory states that 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?

Answer 24

Moral disengagement theory

Question 25

- In normal cases, status predicts ________. - But, when negotiators interact via information technology, power and status differences/cues are __________. - This is called the what effect?

Answer 25

- domination (ex: professor vs. student) - minimized - The "Weak Get Strong" Effect

Question 26

T or F: People who would normally not approach others in person are much more likely to initiate e-mail exchange.

Answer 26

True

Question 27

E-mail acts as an ________ because it is difficult for high-status people to dominate the discussion.

Answer 27

equalizer (The "Weak Get Strong" Effect)

Question 28

People are (more/less) likely to conform to social norms with other people when interacting electronically.

Answer 28

less

Question 29

IT and its affects on social networks: - In traditional face-to-face organization, social networks are determined by who talks to whom; in e-centered organizations, _______ ______ are determined by who communicates with whom via technology. - Computerized interaction (increases/decreases) the resources of low-network people. - Some companies need to rely on _______ modes of communication for employees to form _______ with each other on the basis of no physical contact.

Answer 29

- social networks - increases (aka for people with less power opportunity/resources, computerized interaction sort of equalizes the playing field) - electronic; connections

Question 30

People are risk-averse for gains and risk-seeking for losses. This is called the ________ effect.

Answer 30

framing

Question 31

(Groups/individuals) make riskier decisions than (groups/individuals), given the same choices.

Answer 31

Groups; individuals

Question 32

T or F: Risk seeking is greatly exaggerated in groups that meet face-to-face.

Answer 32

True (Paradoxically, groups that communicate electronically are risk-seeking for both gains and losses) Know this*

Question 33

IT and its affects on relationships and rapport: - The greater the face-to-face contact and rapport between negotiators, the more _________ their outcomes are likely to be. - _________ is more difficult to establish with impoverished mediums of communication. - Independent observers judged face-to-face negotiators to be more _____ _____ with each other.

Answer 33

- integrative - rapport - "in-sync"

Question 34

What model proposes that the impact of communication channels is influenced by negotiators' cooperative orientation?

Answer 34

Communication Orientation model

Question 35

According to the Communication Orientation model, if a negotiator is non-cooperative, what is the best for of communication to use? What about if a person is neutral? What about cooperative?

Answer 35

1. Non-cooperative: e-mail is best, phone is better, face-to-face is poor. 2. Neutral: face-to-face is best, phone is better, email is poor. 3. Cooperative: doesn't matter bc they're cooperative

Question 36

IT and its effects on mentalizing: - When people interact with computer technology there is (more/less) activation of the brain regions associated with mentalizing. - This suggests that people might _____ and ______ differently depending upon whether they believe they are interacting with a human or a computer (Ai/bot). - People's electronic messages are likely to display (more/less) social awareness, ignore social boundaries, show (more/less) concern for others, disclose (too much/not enough) about the self, and are too blunt.

Answer 36

- less - think; behave - less; less; too much

Question 37

the inference of other people's mental states

Answer 37

mentalizing

Question 38

IT and its affects on intergenerational negotiation: - People of different generations ascribe to different norms of behavior, often unknowingly _______ ______ held by members of differing generations. - As a general principle, (younger/older) generations have grown up communicating with everyone using technology; as a result, they prefer using information technology over face-to-face interaction.

Answer 38

- violating norms - younger

Question 39

Describe the following for Gen Z (born 1998 and up): 1. What are they known as? 2. Values (2)? 3. Communication preference? 4. Trust? 5. Negotiation belief?

Answer 39

1. Millenials; I-Generation 2. Multitasking; working anywhere at anytime 3. Virtual communication 4. Vast but not deep 5. Avoid direct confrontation

Question 40

What are the 5 Strategies for Enhancing Technology-Mediated Negotiations?

Answer 40

1. Initial face-to-face experience 2. One-day videoconference/teleconference 3. Schmoozing 4. Proactive Medium Management 5. Humor