the Program on Negotiation at Harvard Law School(www.pon.harvard.edu)
These days, it seems many negotiators have a love-hate relationship with 서닉 카지노. We love the convenience and low cost, yet we've had unpleasant experiences that make us want to hurl our computers or PDAs across the room.
The good news is that 서닉 카지노 has the potential to contribute to beneficial agreements rather than undermining them, especially when combined with face-to-face meetings and phone calls. In this article, we describe three problems that often arise in 서닉 카지노 exchanges and show you how to address them.
Problem No. 1: 서닉 카지노 leads to subpar outcomes.
Relative to face-to-face talks, negotiations conducted via 서닉 카지노 can lead to less creative and less satisfying agreements, a number of research studies have found. 서닉 카지노 negotiations also appear to end in impasse more often than in-person negotiations.
서닉 카지노 messages lack the visual and vocal cues we depend on when hashing out a deal in person. The "mutual invisibility" of 서닉 카지노 can cause us to become self-absorbed and overly self-interested, traits that can prevent negotiators from exploring each other's interests and building a better deal, attorney and mediator Noam Ebner and his colleagues write in their chapter of the book "Rethinking Negotiation Teaching: Innovations for Context and Culture."
In addition, 서닉 카지노 negotiations often move at an unpredictable pace, since people can respond (or not respond) when they like. In group negotiations, those who check their 서닉 카지노 most frequently can end up controlling the discussion. Those who never have a chance to contribute may choose not to abide by the agreement, to the detriment of the group.
What to do? When facing an important 서닉 카지노 negotiation with someone you've never met, do whatever you can to meet in person beforehand -- or, if that isn't possible, talk on the phone -- with the goal of building rapport. In her research, Professor Janice Nadler of Northwestern University found that when pairs of participants engaged in a short, informal phone call prior to negotiating the hypothetical sale of a car, they were four times more likely to reach an agreement than pairs who didn't have the chance to "schmooze" in advance. Even a little friendly banter at the start of an 서닉 카지노 message can help negotiators work together more creatively.
You should also set ground rules for your 서닉 카지노 negotiations. If consensus is a worthy goal for your group, you might agree to wait 24 or 48 hours for everyone to have time to weigh in on a decision. When finalizing an agreement, arrange a conference call or a face-to-face meeting to make sure everyone is on board.
Problem No. 2: 서닉 카지노 fosters contention and mistrust.
서닉 카지노 negotiations have the potential to be more contentious and hostile than face-to-face meetings. Why? We tend to feel less inhibited when hidden behind a computer screen.
Negotiators also trust each other less when they meet online rather than in person, again because 서닉 카지노 messages lack the social cues, eye contact and warmth that people share when they're gathered in the same room.
Mistrust can become a self-fulfilling prophecy in 서닉 카지노 negotiations, note Ebner and colleagues.
What to do? Just as talking in person or picking up the phone can improve cooperation, it can also reduce contention and mistrust.
You can also try to manage anxiety online by sending updates on your progress and by asking questions aimed at drawing out the other party's concerns. Finally, advise Ebner and his team, don't reject an offer submitted via 서닉 카지노 immediately; show respect for your counterpart by taking time to think it through.
Problem No. 3: 서닉 카지노 leads to misunderstandings.
The fact that we can dash off 서닉 카지노 messages in seconds means that we often convey information sloppily and incompletely online. In a recent New York Times article, a real estate agent admitted that her misreading of a client's 서닉 카지노 caused her to up the client's previous bid on an apartment by ,000 rather than lowering it by the same amount, as the client had intended.
What to do? Just because writing an 서닉 카지노 can be an effortless process doesn't mean it should be. Draft your messages carefully; after all, you're creating a permanent written record that could be used against you later. Take time to read the messages you receive from your counterparts carefully, too.
In fact, 서닉 카지노 offers negotiators an excellent opportunity to organize and prioritize their thoughts -- perhaps lending 서닉 카지노 one distinct advantage over in-person meetings. In an 서닉 카지노 message, you can bundle together a number of different issues and packages to present to your counterpart, note Ebner and his colleagues.
Finally, if 서닉 카지노're completely flummoxed by a message from 서닉 카지노r counterpart, don't hesitate to ask for clarification.
In sum, 서닉 카지노 can be a useful supplement to face-to-face negotiations when busy parties are located far apart. But to make sure you fully understand each other, never underestimate the importance of picking up the phone or going the extra mile to meet in person.
