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\'Negotiation Via Information Technology
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Introduction to e.NegotiationIntroduction to e.NegotiationNegotiation Via Information TechnologyNegotiation Via Information Technology
By :Amir FawzyEslsca University – BMBAGroup “A”
Submitted to :- Dr. Yassin EL SHAZLY
Friday, April 16, 20102 BMBA group “A”
Submitted to :- Dr. Yassin EL SHAZLY By Amir Fawzy
Introduction To e.NegotiationIndex
• AbstractAbstract
• ObjectivesObjectives
• What is Negotiation ?What is Negotiation ?
• Place Time Model of Social interactionsPlace Time Model of Social interactions
• IT and its effects on Social BehaviorIT and its effects on Social Behavior
• Strategies for enhancing Technology –mediated negotiationStrategies for enhancing Technology –mediated negotiation
• ConclusionsConclusions
Friday, April 16, 20103 BMBA group “A”
Submitted to :- Dr. Yassin EL SHAZLY By Amir Fawzy
Introduction To e.NegotiationAbstract
• 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.
Friday, April 16, 20104 BMBA group “A”
Submitted to :- Dr. Yassin EL SHAZLY By Amir Fawzy
Introduction To e.Negotiation Objectives
• KKnow what is Negotiation & the impact of IT on now what is Negotiation & the impact of IT on NegotiationNegotiation
• SStudy a model of social interaction tudy a model of social interaction
• UUnderstand the effects of IT on Social Behaviornderstand the effects of IT on Social Behavior
• EExamine tactics to enhance technology mediated xamine tactics to enhance technology mediated negotiationsnegotiations
“Let us never negotiate out of fear. But let us never fear to negotiate”
John Fitzgerald Kennedy quotes American 35th US President (1961-63)
Friday, April 16, 20105 BMBA group “A”
Submitted to :- Dr. Yassin EL SHAZLY By Amir Fawzy
Introduction To e.NegotiationWhat 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
Friday, April 16, 20106 BMBA group “A”
Submitted to :- Dr. Yassin EL SHAZLY By Amir Fawzy
Introduction To e.NegotiationWhat 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
Friday, April 16, 20107 BMBA group “A”
Submitted to :- Dr. Yassin EL SHAZLY By Amir Fawzy
Introduction To e.NegotiationWhat 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
What do we want?.........................................Prepare
What do they want?.......................................Debate
What wants could we trade? ………………...Propose
What want we will trade?...............................Bargain
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).
Friday, April 16, 20108 BMBA group “A”
Submitted to :- Dr. Yassin EL SHAZLY By Amir Fawzy
Introduction To e.NegotiationPlace-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
Em
ail
V.m
ailSingle Text
Editing
Shift Work
Telephone Video
Conference
Friday, April 16, 20109 BMBA group “A”
Submitted to :- Dr. Yassin EL SHAZLY By Amir Fawzy
Introduction To e.NegotiationPlace-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 BiasSqueaky wheel BiasSinister Attribution Bias
Friday, April 16, 201010 BMBA group “A”
Submitted to :- Dr. Yassin EL SHAZLY By Amir Fawzy
Introduction To e.NegotiationIT 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.
Friday, April 16, 201011 BMBA group “A”
Submitted to :- Dr. Yassin EL SHAZLY By Amir Fawzy
Introduction To e.NegotiationStrategies 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.
Friday, April 16, 201012 BMBA group “A”
Submitted to :- Dr. Yassin EL SHAZLY By Amir Fawzy
Introduction To e.NegotiationConclusion
• 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).