1. COMMUNICATION MEDIA, AND E-MAIL. PRESENTERS: CHOGO,M,D (092SIS10). :AKPADE, YAYRA EDNA (092SIS1).

2. CONTENT. Place- time model. Negotiation via information. Rapport in negotiation and conflict resolution. Conclusion

3. 1.PLACE – TIME MODEL OF SOCIAL INTERACTION. Four possibilities in negotiation;  Face to face communication; allow simultaneous observation of multiple cues. -include body language, facial expression and tone voice. -face to face contact is preferable because it initiates relationship,collaboration and cooperation. -in business,it acts as lubricant.

4. Cont … -Forster development of interpersonal synchrony and rapport. -Valley et.al (1988), face to face negotiation results into “win win "and “pie slicing”. -is important for smooth negotiation because o It is easier to occur. o Rely on non-verbal signals for social interaction i.e. voice intonation. -important behaviors, cognitive and emotional process are set.

5. Cont….  Same time, different place Negotiation takes place in real time but different place. E.g. via telephone &video. Challenges identified ; loss of informal communication, lost opportunity, separate feedback & negotiation timing.  Different time,same place. -asynchronously interaction & accessibility to same physical document. E.g. shift workers.

6.  Different place, different time Asynchronously communication in different places. e.g. electronic mail. Points to consider in e-mail ; substance, affect, procedure, relation and permanent records.

7. 2.NEGOTIATION VIA IT. Four theoretical principles;  Interpersonal rapport. -description of being “sync” with other person in the interaction. -components ; mutual attentiveness, positivity & coordination. -enhance the quality of social interaction. -non-verbal cues are the keys to build rapport. i.e. body orientation, gestures, eye contact,head nodding and use of “uh-huhs”

8. Cont...  Coordination. Ability to agree implicitly or explicitly to course of action that result in particular outcome. e.g. in bargaining game “Double action”.  Information. -involve physical proximity when exchanging information. -provide opportunities for more interaction. -problems can be recognized and resolved more quick. -people talk faster than they write or type.

9.  Social contagion. Spread of affect, attitude or behavior from the initiator to recipient & recipient does not perceive an intentional influence of the initiator. Three sub types; “echo”,emotional contagion & chameleon effect. e-mail associated with counter normative social behavior. People become disengaged because of the absence of social cues.

10. Cont… Spears and Leah (1992), group computer mediated communication promote positive normative behavior. Visual anonymity and physical isolation encourage self- disclosure. Biases that affect E-negotiations; temporal synchrony bias, burden bridge bias,squeaky wheel bias & sinister attribution bias.

11. JANICE NADLER RAPPORT IN NEGOTIATION AND CONFLICT RESOLUTION

12. What is rapport Rapport has been described as a state of mutual positivity and interest Development of rapport is characterised with three dynamic components 1. Mutual attention and involvement 2. Positivity 3. Coordination

13. Importance of rapport In negotiations rapport is a powerful determinant of the event to which negotiators develop trust necessary to reach integrative agreement Rapport between negotiators is linked to negotiator’s willingness to cooperate to share crucial information

14. The role of rapport in negotiation Rapport facilitates conflict resolution by encouraging cooperative behaviour. Rapport ensures settlement is reached but at the same time each negotiator is motivated to compete with each other to claim the greatest possible bargaining surplus for themselves Rapport fosters cooperative behaviour necessary for efficient negotiated outcomes in mixed – motive conflicts

15. A visual access and rapport in conflict resolution Important components of rapport are linked with non verbal expression and for that reason the efficacy of conflict resolution would be reduced by limited visual access. For example, mutual attention and involvement requires that I know that you are attending to me and vice versa. In the absence of visual cues, this can be difficult

16. Relationship cooperation in conflict resolution People often use noticed similarities between themselves and the other person as a basis for categorizing the other as an in group member. Feelings of liking toward another person can lead to increase in perception of similarly and convergence of attitudes and similarity in attitude can in turn, lead to more cooperation

17. Developing rapport when visual access and relationships are limited Rapport normally develops in social interactions without social actors even being aware of it. Benefits of cyber e – mail negotiation: Cyber e – mail negotiation constitutes practice of leisure There are no distance barriers

18. In cyber e – mail negotiations, the parties may impose time deadlines Conclusion.