Mind and Heart of the Negotiator, Second Edition, The

Information Technology and Negotiation Behavior

Information technology has extremely powerful effect on social behavior (Keisler and Sproull 1992). Many people are surprised at how they find themselves behaving when communicating via e-mail. To be successful, negotiators must not only know how to negotiate via technology but also understand the social dynamics that it produces.

Status and Power: The “Weak Get Strong” Effect

In face-to-face interactions, people do not contribute to conversation equally. Walk into any classroom, lunch discussion, or business meeting, and it will be immediately obvious that one person in a two-party group does most of the talking, and a handful of people do more than 75 percent of the talking in a larger group. ...