Negotiation Via Information Technology

Introduction to e.NegotiationIntroduction to e.NegotiationNegotiation Via Information TechnologyNegotiation Via Information Technology

By :Amir FawzyEslsca University – BMBAGroup “A”

Submitted to :- Dr. Yassin EL SHAZLY

Friday, April 16, 20102 BMBA group “A”

Submitted to :- Dr. Yassin EL SHAZLY By Amir Fawzy

Introduction To e.NegotiationIndex

• AbstractAbstract

• ObjectivesObjectives

• What is Negotiation ?What is Negotiation ?

• Place Time Model of Social interactionsPlace Time Model of Social interactions

• IT and its effects on Social BehaviorIT and its effects on Social Behavior

• Strategies for enhancing Technology –mediated negotiationStrategies for enhancing Technology –mediated negotiation

• ConclusionsConclusions



Introduction To e.NegotiationAbstract

• 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

• KKnow what is Negotiation & the impact of IT on now what is Negotiation & the impact of IT on NegotiationNegotiation

• SStudy a model of social interaction tudy a model of social interaction

• UUnderstand the effects of IT on Social Behaviornderstand the effects of IT on Social Behavior

• EExamine tactics to enhance technology mediated xamine tactics to enhance technology mediated negotiationsnegotiations

“Let us never negotiate out of fear. But let us never fear to negotiate”

John Fitzgerald Kennedy quotes American 35th US President (1961-63)



Introduction To e.NegotiationWhat is Negotiation ?

• Negotiation is a noun from Verb Negotiate

• The verb (used without object) To 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 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: 1590–1600 To communicate in search of mutual agreement, 1590s

• Related form Negotiator(noun) Re/ Pre-negotiate(verbs) Well/ Un-negotiated (adjectives)

• Synonyms Talk, Discuss, Consult, Bargain, Agree, Settle




• In Negotiating strongly every person should :- Fell s(he) Wins, and get some of what s(he)wants

• Types of negotiations by its result to each concerned parties

• Do we need Negotiations? You live in isolation if you do not Negotiate, it is a fact of life. Everyone has his own style




• So . Negotiation covers any interaction (professional or personal )between two or more point of views to work forward an agreement or not doing it.

• Question is the key of knowledge 4’s What of Negotiations

What do we want?.........................................Prepare

What do they want?.......................................Debate

What wants could we trade? ………………...Propose

What want we will trade?...............................Bargain

Negotiation is an interpersonal decision-making process by which two or more people make mutual decisions concerning the allocation of scarce resources. (Pruitt & Carnevale, 1993)

A Negotiation is a fact of life. Everyone negotiates something every day. (Dr. Yassin EL SHAZLY,2010).



Introduction To e.NegotiationPlace-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

Extremely Rich Extremely Lean

zero Rich & Zero Lean

No Negotiation

Face to

Face

Em

ail

V.m

ailSingle Text

Editing

Shift Work

Telephone Video

Conference



Introduction To e.NegotiationPlace-Time Model of Social interactions

Same Time Same Place

Face To Face

Communications , Clear

Preference, Crucial in the

initiation of relationships

Leads to more trusting

Ideal for complex negotiations

Reach more integrative Win-

Win outcomes and more

Balanced distribution of surplus

Smooth negotiations

Easier & more likely to occur on

The same wavelength

Extremely Rich Extremely Lean

Same Time Different Place

Not physically in the same place

Via Telephone( Lack facial Cues) , Videoconference (Lack

real time social cues)Challenges are loss of informal

communications lost, Lost opportunity , separation of feedback & negotiation

timing

Different Time Same Place

Negotiators interact Asynchronously but have access to some physical

document or space

Example :-Single test editing

Shift Work

Different Time Different Place

Asynchronously in different Places as the telephone become an important for Working out deals, the internet Is rapidly becoming the Medium of choice for many “technobargainers “ The four key biases that affect The ability of people to Negotiate via e-mail:-Temporal synchrony Bias Burned Bridge BiasSqueaky wheel BiasSinister Attribution Bias



Introduction To e.NegotiationIT 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.



Introduction To e.NegotiationStrategies 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 pie-expansion 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.



Introduction To e.NegotiationConclusion

• 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).



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Negotiation Via Information Technology

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