Was that said with a smile?: factors influencing effective online negotiations

Holland, Claire, and Taylor, Donnalee (2016) Was that said with a smile?: factors influencing effective online negotiations. Australasian Dispute Resolution Journal, 27. pp. 103-110.

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Communication and negotiation skills are vital in day-to-day business and social operations and play an important role in interpersonal aspects of daily life. In terms of negotiation, the ability to express oneself in daily communication and interactions with co-workers and clients is important for success. Increasingly, people are involved in collaborative teams that span vast geographical locations and online trading and commerce are common practice. The ease in which individuals can adapt to different communication mediums and their actual or perceived online communication literacy will impact their success, particularly in negotiations. If users increase their understanding of the differences across computer mediated communication (CMC) and face to face (FTF) mediums of communication then negotiators can increase their ability to make conscious choices with their communication style and recognise how to adapt their negotiation skill set to better suit the medium being used. The inability of CMC users to directly observe body language and facial cues in addition to the lack of explanation or ineffective descriptions of nonverbal behaviours may lead to greater misinterpretation of communication by the receiver, particularly in online negotiations. This is also true if additional cues such as voice and tonality are absent. The following is a review of literature on the factors influencing effective online and CMC negotiations and outlines the potential for further research.

Item ID: 44313
Item Type: Article (Research - C1)
ISSN: 1441-7847
Keywords: negotiation, communication, body language, expression, computer mediated, typograpical symbols, emoticons, emotion
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Date Deposited: 24 Jun 2016 06:13
FoR Codes: 46 INFORMATION AND COMPUTING SCIENCES > 4610 Library and information studies > 461002 Human information behaviour @ 60%
39 EDUCATION > 3904 Specialist studies in education > 390405 Educational technology and computing @ 20%
48 LAW AND LEGAL STUDIES > 4804 Law in context > 480405 Law and society and socio-legal research @ 20%
SEO Codes: 95 CULTURAL UNDERSTANDING > 9502 Communication > 950201 Communication Across Languages and Culture @ 50%
97 EXPANDING KNOWLEDGE > 970118 Expanding Knowledge in Law and Legal Studies @ 50%
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