Negotiation via Information Technology

Front

What enhances the quality of social interaction according to empirical investigations?

Back

Rapport

Answer explanation

Rapport enhances the quality of social interaction by fostering trust and understanding between individuals, leading to more effective communication and connection, as supported by empirical investigations.

Front

What is the ability of negotiators to agree on a course of action that results in a particular outcome?

Back

Coordination

Answer explanation

The ability of negotiators to agree on a course of action that results in a particular outcome is best described as coordination. It involves aligning efforts and strategies to achieve a mutual goal.

Front

What is defined as the spread of affect, attitude, or behavior from one person to another?

Back

Social Contagion

Answer explanation

Social contagion refers to the phenomenon where emotions, attitudes, or behaviors are transmitted from one individual to another, influencing social dynamics. This makes 'Social Contagion' the correct answer.

Front

What type of social contagion occurs when a social actor imitates or reflects the affect or behavior of an initiator?

Back

Echo contagion

Answer explanation

Echo contagion occurs when individuals mimic the emotions or behaviors of others, reflecting the initiator's affect. This aligns with the definition provided, making it the correct choice over the other options.

Front

Compared to face-to-face negotiations, what appears to be starkly absent from e-mail negotiation?

Back

Communication with others that is non-task-related

Answer explanation

In e-mail negotiations, there is often a lack of non-task-related communication, which is typically present in face-to-face interactions. This absence can hinder relationship-building and informal exchanges.

Front

What effect does a brief telephone call prior to e-mail negotiation have on cooperation and working relationships?

Back

Greater cooperation

Answer explanation

A brief telephone call before e-mail negotiation fosters personal connection, leading to greater trust and understanding. This enhances cooperation and strengthens working relationships, making it more effective than e-mail alone.

Front

What is the tendency for e-negotiators to engage in risky interpersonal behaviors in an impoverished medium that they would not engage in when interacting face to face?

Back

Burned bridge bias

Answer explanation

Burned bridge bias refers to the tendency of e-negotiators to act more recklessly online, as they feel less accountable for their actions compared to face-to-face interactions, leading to risky behaviors they would avoid in person.

Front

What is the tendency for negotiators to adopt an aversive emotional style when interacting via an impoverished media, such as e-mail?

Back

Squeaky wheel bias

Answer explanation

The tendency for negotiators to adopt an aversive emotional style in impoverished media like e-mail is known as the squeaky wheel bias, where negative emotions are more likely to be expressed due to the lack of non-verbal cues.