Mind and Heart of the Negotiator, Second Edition, The

Place-Time Model of Social Interaction

For any negotiation there are, broadly speaking, four possibilities, depicted in the place–time model in Table 12-1 (see also Johansen 1988; Englebart 1989). The place-time model is based on the options that negotiators have when doing business across different locations and times. As might be suspected, negotiation behavior unfolds differently in face-to-face situations than in electronic forums.

Richness is the potential information-carrying capacity of the communication medium (Drolet and Morris 2000). Communication media may be ordered on a continuum of richness, with face-to-face communication being at the relatively “rich” end, and formal, written messages, such as memos and business correspondence, ...