Deck 12: Negotiating Via Information Technology

Question 1

Which of the following methods is recommended for enhancing technology-mediated negotiations?

A)Immediately getting down to business by starting to negotiate
B)Technology-mediated schmoozing
C)Initial face-to-face experience
D)A phone call with the counterparty after an agreement is negotiated

Answer 1

A

Question 2

When it comes to risk taking in negotiation,such as choosing between a risk-averse course of action and a risk-seeking course of action,which of the following statements is most true?

A)People are more risk averse when making decisions electronically than face-to-face
B)People are less risk averse when making decisions electronically than face-to-face
C)There is no discernable difference in risk-taking behavior between face-to-face interactions versus electronically-mediated groups
D)People are initially more risk averse when interacting electronically,and then over time,grow to be risk-seeking

Answer 2

B

Question 3

With regard to inter-generational negotiation,people hold different values.The _____ generation holds values such as personal sacrifice,persistence,and setting aside self-interests as vitally important.This generation prefers to communicate face-to-face and imparts great faith in a person's spoken word.

A)boomer
B)millennial
C)generation X
D)traditional

Answer 3

D

Question 4

According to the place-time model of social interaction,______ is the potential information-carrying capacity of social interaction medium.

A)framing effect
B)reciprocity
C)emotional intelligence
D)richness

Question 5

With regard to intergenerational negotiation,the _____ generation has vast numbers of relationships,but few of them are deep.They spend more time communicating virtually than face-to-face.Their personal and work networks are vital to their on-the-fly learning and problem solving skills.Armed with tools for working anywhere at any time,this generation puts more value in leading a balanced life and flexibility with their work and life demands.

A)boomer
B)generation X
C)traditional
D)millennial

Question 6

The ______ is the tendency for negotiators to behave as if they are communicating synchronously when in fact they are not.

A)11^th hour negotiation effect
B)framing effect
C)temporal synchrony bias
D)fundamental attribution error

Question 7

Flaming or acting rudely toward others in negotiation occurs more frequently through e-mail than in face-to-face interactions because:

A)people feel more status competition when interacting face-to-face
B)people lack social cues and norms when they are on e-mail
C)people are more likely to seek revenge face-to-face than they are electronically
D)people are under the influence of superrationality when interacting electronically

Question 8

The continuation norm in e-negotiations is best described as:

A)the act of thinking about how things might have turned out differently
B)negotiators' beliefs that negotiations are worth continuing,even if they are heading towards an obvious lose-lose outcome
C)the tendency for e-communicators to ascribe diabolical intentions to the other party
D)the tendency for negotiators to behave as if they are communicating synchronously when in fact they are not

Question 9

In which of the following communication mediums are negotiators most likely to misrepresent themselves and deceive others?

A)Face-to-face
B)Video-conference
C)Handwritten letter
D)E-mail

Question 10

With regard to schmoozing and social interaction in e-negotiations,all of the following are true,except:

A)the volume of conversational turn-taking (the back and forth interaction)facilitates trust and rapport
B)schmoozing involves social interactions that are non task-related
C)schmoozing is relatively cost-effective (i.e.,does not involve significant amounts of time and money investment)
D)schmoozing done before negotiations take place is risky and increases the likelihood of an impasse

Question 11

Building trust and rapport is critical for negotiation success.The more the face-to-face contact between negotiators and the greater the rapport,the greater the likelihood of ________.

A)integrative outcomes
B)risk taking
C)task conflict
D)gain framing

Question 12

In terms of information technology and social interaction,the "weak get strong" effect refers to the fact that:

A)people who might not have much influence or status in a face-to-face setting have more status in an electronic forum
B)people who make an extreme first offer hardly ever receive that offer and must back down four times as often
C)making a strong initial offer,regardless of one's actual BATNA,is more strategic than making a moderate first offer
D)people behave in a more aggressive fashion when interacting via information technology

Question 13

The U.S.generation born approximately at the end of the 2^nd World War up to 1964 are traditionally called the "Baby Boom" or "Boomer" generation.As negotiators,one of their main beliefs is:

A)that personal sacrifice in negotiation is necessary
B)to avoid direct confrontation - negotiate virtually whenever possible
C)that everything is negotiable
D)that a negotiator must set aside their personal interests when negotiating

Question 14

Negotiators can make an impact in a negotiation by hand gestures,choices of clothing,jewelry,and seating choice at a table.These impactful behaviors are best known as:

A)nonverbal communication
B)kinetic behavior
C)emblems
D)paraverbal behavior

Question 15

If a negotiator has less power than the counterparty and an unattractive BATNA,which communication medium might help the less-powerful negotiator claim more resources?

A)E-mail
B)Telephone
C)Instant messaging
D)Face-to-face

Question 16

Enhanced e-negotiations are those in which negotiators attempt to personalize or enrich the interaction.All of the following are true with regard to enhancing e-negotiations,except:

A)a brief,personal disclosure over e-mail increases the likelihood of an impasse
B)a brief,personal disclosure over e-mail reduces the likelihood of impasse
C)a brief telephone call prior to e-negotiation improves joint outcomes
D)a brief telephone call prior to e-negotiation increases trust

Question 17

According to the place-time model of social interaction,the richest form of communication occurs when negotiators communicate face-to-face and have which channels of communication available to them?

A)Linguistic
B)Paralinguistic,linguistic
C)Visual,paralinguistic,linguistic
D)Linguistic,paralinguistic,visual,and kinetic

Question 18

What information do people primarily rely upon in face-to-face negotiation that makes it such a preferred method of communication?

A)The pace of the conversation
B)Shared interests
C)The vocabulary used
D)Nonverbal signals

Question 19

In any discussion or meeting,there is a tendency for a minority of people to do most of the talking.A key determinant of who dominates the conversation is:

A)their age
B)their gender
C)their network of social connections
D)their status within the group

Question 20

If a manager wants to assemble a working group for a long,complex negotiation,what is the best communication structure for the team?

A)Written communication
B)Face-to-face,then virtual
C)Virtual,then face-to-face
D)Virtual and e-communications exclusively

Question 21

How do norms,roles,and status change as a function of interaction via electronic media? What social dynamics come into play when negotiating via technology?

Question 22

What are the four main challenges with same time,different place negotiations?

Question 23

How does our increased reliance in e-communications as a communication medium affect social behavior?

Question 24

Conversational turn-taking makes the process of negotiation seem smoother and more natural,but it also serves an important informational function which is:

A)allowing one party to establish control over the negotiation
B)reducing the risk of the flaming bias
C)allowing side-deals to be made
D)allowing negotiators to immediately correct misunderstandings

Question 25

In a negotiation situation that has missing or weak social context cues,all of the following are likely to occur except:

A)negotiators are less concerned about making a good impression
B)humorous remarks can be misinterpreted
C)people feel distant from others and somewhat anonymous
D)the expression of negative emotions are minimized
Discussion Questions

Question 26

What are some strategies for enhancing technology-mediated negotiations?

Question 27

What are the positive and negative implications for electronic negotiation? Does information technology hurt or hinder the ability of negotiators to "expand the pie" of resources in a negotiation?

Question 28

Consider the place-time model of social interaction (Exhibits 12-1 and 12-2).Why is face-to-face communication the "richest" mode of communication,and what are some of the inherent advantages to negotiating in a face-to-face fashion?

Question 29

Why is face-to-face negotiation the preference of many negotiators? How do generational differences affect a negotiator's choice of communication medium?