Transcript EmailNegotiationPPTsummmFinalll

Communication
Media and Email
International Negotiation & Strategy
Theory & practice
Professor: Jasper Kim
Presenters:
Sarwanaaz sarmashq
Durga Banjade
Student ID
132SIS27
132SIS06
12/ 11/ 2013
Table of Content
Definition of communication Media
Place- Time Model of Social interaction
Negotiation via Information Technology
The three major communication Media:
written, oral and electronic
Conclusion
Talk
Discuss
Consult
Bargain
Agree
Settle
What is communication Media and Email?
 Communication Media refers to the means of delivering
and receiving data or information or the transmission of
information and meaning from one party to another
through using shared symbols.
 The place-time model is based on the options that
negotiators have when doing business across different
locations and times. Richness is the potential informationcarrying capacity of the communication medium.
Communication Process Model
Sender
Message
Channel
Feedback
Medium
Receiver
Place time model of social interaction
Same Place
Same Time
Face-to-face
Different Time
Single-text editing
Shift work
Different Place
Telephone
Videoconference
E-mail
Voice mail
Same Time, Same Place
Face to face communication
Communication between two or more persons by direct
contact.
 Get responses immediately without misunderstanding
 Leads to more trusting , cooperative behavior
 More integrative outcomes (Win Win Negotiation Integrative)
 More balanced distribution of surplus
Same Time, Different Place
Telephone, Video conference
 Telephone: lack of facial cues
 Videoconferencing: lack of real time social
cues e.g. pauses, mutual gaze, and another
person’s nonverbal responses to what is being
said looking away, rolling their eyes or shaking
or nodding their heads.
Challenges
1.
2.
3.
4.
Loss of informal communication
Lost opportunity
Separations Feedback
Negotiation Timing
Different Time, Same Place
Single-Text editing, Shift work
 Negotiation interact asynchronously but…
 Have access to the same physical document or
space e.g. single text editing Shift work.
Different Time, Different Place
Email, Voice mail
 Asynchronously in different places as the telephone
become important for working out deals. The
internet is rapidly becoming the medium of choice
for many “techno bargainers”
 The four key biases that affect the ability of people to
negotiate via e-mail:
1. Temporal synchrony Bias
2. Burned Bridge Bias
3. Squeaky wheel Bias
4. Sinister Attribution Bias
Five
considerations are
important in
Email
1.
2.
3.
4.
5.
Substance
Affect
Procedure
Relations
Permanent Record
Negotiation Via Information Technology
Interpersonal Rapport
• Mutual alternative
•Positivity
•Coordination
Cooperation
Coordination in a negotiation
context is the ability of
negotiators to agree, implicitly
or explicitly, on a course of
action that results in a particular
outcome. For example, in one
bargaining game, called the
“double auction” (Myerson &
Satterhwaite, 1983).
Information
Physical proximity presents certain
advantages for social exchange in
general and for the exchange of the
information in Negotiation
Social Contagion
Social contagion is defined as “the
spread of affect, attitude, or
behavior from Person A (the
‘initiator’) to Person B (the
‘recipient’) where the recipient
does not perceive an intentional
influence attempt on the part of the
initiator” (Levy & Nail,
1993, p. 266).
Three major of Communication Media
Written communication Media
Oral Communication Media
Electronic Communication Media
Communication Media
 Communication through:
Letters, Memos, Reports,
Written Communication
Forms , Notice boards
and Internal magazines or
newspapers
 Messages can be revised
several times.
 The sender can not receive
immediate feedback.
Communication Media
 Face-to-face discussions,
Written Communication
telephone conservations,
formal presentations and
Oral Communication
speeches
 Advantages: Questions
can be asked and
answered directly;
feedback is immediate;
and the sender’s attitude
can be sensed.
 Disadvantages: few
permanent records
Communication Media
 Communication through
Written Communication
electronic media such as
mobile phone, paging
devises, lap top
Oral Communication
computers, E-mail, fax
machines, and electronic
notice boards
Electronic Communication
 Messages can be
delivered instantly, over
long distances, and to a
large number of people.
 But not all people have
can access to the media.
© PhotoDisc
Question for critical thinking
Good communication is important to a business.
There are different channels of communication,
and various communication media for us to
choose. Can you explain how you can achieve
good communication in the business?
Ultimatum Game
$10
$10
Transfer $2
Transfer $2
Accepts
Giver Ends
with $8
Accepts
Receiver
Ends with $2
Giver Ends
with $0
Receiver
Ends with $0
How to influence others
The three ‘Ps’:
Position (power?)
Perspective (empathy)
Problems (solutions)
Factors for success
•
•
•
•
•
•
•
Legitimacy of your case
Confidence in presenting it
Courtesy to the other party
Adaptation to the other party’s style
Rapport
Incentives and trade offs
Research the bigger picture
Conclusion
Face to face negotiations nonverbal and paraverbal behaviors are
important building blocks of rapport and also it creates :
 Trust: Provide a much better format for small-talk and better
understanding.
 Less Conflict: Through effective interactive minimize the scope of
conflicts.
 Mutually beneficial: More focus on respective needs and cooperative
communication.
 Better Results: Increased likelihood for a mutually beneficial
resolution and the desired result.