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  • Negotiating via IT: Place-Time Model & Effects on Behavior

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    Brent Allen Weeks
    16 views4 pages
    This document discusses how information technology affects negotiations. It presents a place-time model that outlines different communication methods based on whether parties are in the same or different places and times. It also discusses how information technology impacts social behaviors like trust, status, social networks, risk-taking, and norms. Finally, it provides strategies for enhancing negotiations conducted through technology-mediated communication, such as initial face-to-face meetings, videoconferences, and schmoozing.

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    Negotiating Skills

    Original Title

    Negotating via Info Tech

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    This document discusses how information technology affects negotiations. It presents a place-time model that outlines different communication methods based on whether parties are in the same or different places and times. It also discusses how information technology impacts social behaviors like trust, status, social networks, risk-taking, and norms. Finally, it provides strategies for enhancing negotiations conducted through technology-mediated communication, such as initial face-to-face meetings, videoconferences, and schmoozing.

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    © All Rights Reserved
    Download as PPT, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    16 views4 pages

    Negotiating via IT: Place-Time Model & Effects on Behavior

    Uploaded by

    Brent Allen Weeks
    This document discusses how information technology affects negotiations. It presents a place-time model that outlines different communication methods based on whether parties are in the same or different places and times. It also discusses how information technology impacts social behaviors like trust, status, social networks, risk-taking, and norms. Finally, it provides strategies for enhancing negotiations conducted through technology-mediated communication, such as initial face-to-face meetings, videoconferences, and schmoozing.

    Copyright:

    © All Rights Reserved
    Download as PPT, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    of 4

    Negotiating via Information

    Technology

    September 30, 2
    015

    The Place-Time Model


    Same Place

    Different Place

    Same
    Time

    Face-to-face

    Telephone
    Videoconference

    Different
    Time

    Single-text editing
    Shift work

    E-mail
    Voice mail

    3
    September 30, 2
    015

    Information Technology and Its Effects


    on Social Behavior

    Trust
    Status and power: The weak get strong effect
    Social networks
    Risk taking
    Rapport and social norms
    Paranoia

    4
    September 30, 2
    015

    Strategies for Enhancing TechnologyMediated Negotiations


    Initial face-to-face experience
    One-day videoconference/teleconference
    Schmoozing

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