Practical negotiating skills, including those needed for cross-cultural negotiations have long been taught in classrooms, along with some of the theory that underpins them. Most of this has been based on the notion that negotiation will be interpersonal and face-to-face. In recent years, though, globalization, the telecommunications boom and the ever increasing need for today's professionals to conduct cross-cultural business transactions has led to a new way of negotiating, bargaining, and resolving disputes. In e-Negotiations, Nicholas Harkiolakis and his co-authors highlight the challenge that awaits the young professionals who are today training in business schools. Future dispute resolutions and bargaining will take place between faceless disputants involved in a new kind of social process. Any adolescent with a mobile phone and Internet access knows that most of today's social transactions take place via a hand held or other electronic device. In a world of video conferences, chat rooms, Skype, Facebook, and MySpace, critical financial, business and political decisions are made through interaction between two-dimensional characters on screens. Here, the authors compare and contrast e-negotiation as it currently is with traditional face-to-face negotiation. Case studies illustrate how cross-cultural negotiations can be managed through modern channels of social influence and information-sharing and shed light on the critical social, cognitive and behavioral role of the negotiator in resolving on-line, cross-cultural, conflicts and disputes, and generally in bargaining and negotiation. This book, with its practical exercises, will be of immense help to students and professionals needing to 'practice' with the new negotiating media.
Cover Contents List of Figures About the Authors Preface Foreword 1 Introduction 1.1 The Negotiations Framework 1.2 The Negotiator 1.3 About this Book 1.4 What this Book Isn't 2 Technology in Brief 2.1 Computers and Networks 2.2 Internet and Web 2.3 Databases 2.4 Web 2 and Beyond 3 Intelligence 3.1 Online Intelligence 3.2 Evaluating and Using Results 4 Perception 4.1 Theoretical Framework 4.2 Inherited and Developmental Traits 4.3 Culture 4.4 e-Negotiation Specifics 5 Strategy 5.1 The Negotiation Environment 5.2 Problem-solving and Decision-making Styles 5.3 Power Schemes 5.4 Strategic Process and Guidelines 5.5 Formal Methods of Decision Analysis 5.6 Concluding Remarks 6 Communication 6.1 Communication Tools 6.2 Communication Modes 6.3 Communication Issues 6.4 Main Communication Mediums for E-negotiations 6.5 Final Note 7 Deal or No Deal 7.1 Negotiation Framework 7.2 Negotiation Factors 7.3 Closing the Deal 7.4 Walking Away from the Deal 7.5 The "Afterlife" Phase 8 Special Topics 8.1 Negotiation Support Systems (NSS) 8.2 Automated Negotiations 8.3 Online Dispute Resolution (ODR) 8.4 E-diplomacy 8.5 E-ethics 9 Present and Future Trends 9.1 Technology Innovations 9.2 Beyond Globalization 9.3 Reputation Management 9.4 Keeping "Fit" 9.5 Quality of Life 9.6 Conclusions Bibliography Index.
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Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2021. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.