This document discusses how information technology affects negotiation behavior. It begins by defining negotiation and exploring a model of social interactions. It then examines how IT influences social behavior and trust in online negotiations. Finally, it proposes strategies for enhancing technology-mediated negotiations, such as initial face-to-face meetings or videoconferences to build rapport when fully online negotiation is necessary. The document concludes by noting that e-negotiation is not a replacement for traditional negotiation and that a blended approach may be most effective.

1. Introduction to e.Negotiation Negotiation Via Information Technology By :Amir Fawzy Eslsca University – BMBA Group “A” Submitted to :- Dr. Yassin EL SHAZLY

2. Introduction To e.Negotiation Index Abstract Objectives What is Negotiation ? Place Time Model of Social interactions IT and its effects on Social Behavior Strategies for enhancing Technology –mediated negotiation Conclusions

3. Introduction To e.Negotiation Abstract 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.

4. Introduction To e.Negotiation Objectives K now what is Negotiation & the impact of IT on Negotiation S tudy a model of social interaction U nderstand the effects of IT on Social Behavior E xamine tactics to enhance technology mediated negotiations “ Let us never negotiate out of fear. But let us never fear to negotiate” John Fitzgerald Kennedy quotes American 35th US President (1961-63)

5. Introduction To e.Negotiation What 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

6. Introduction To e.Negotiation What is Negotiation ? 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

7. Introduction To e.Negotiation What is Negotiation ? 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 W hat do we want?......................................... P repare W hat do they want?....................................... D ebate W hat wants could we trade? ………………... P ropose W hat want we will trade?............................... B argain 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).

8. Introduction To e.Negotiation Place-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 Email V.mail Single Text Editing Shift Work Telephone Video Conference

9. Introduction To e.Negotiation Place-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 Bias Squeaky wheel Bias Sinister Attribution Bias

10. Introduction To e.Negotiation IT 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.

11. Introduction To e.Negotiation Strategies 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.

12. Introduction To e.Negotiation Conclusion 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).

13. Introduction To Negotiation Skill Thanks