Mind and Heart of the Negotiator, Second Edition, The

Strategies For Enhancing Technology-Mediated Negotiations

Often, negotiators do not have the luxury of face-to-face meetings for the duration of their negotiations. Under such circumstances, what strategies can be taken to enhance successful pie expansion and pie slicing? Consider the following:

Initial Face-to-Face Experience

Oftentimes, people can develop rapport on the basis of a short face-to-face meeting. This can reduce uncertainty and build trust. Face-to-face contact humanizes people and creates expectation for negotiators to use in their subsequent long-distance work together. For example, Christopher H. Browne, managing director of Tweedy Browne Company, a New York–based investment-management firm, is a self-professed “e-mail junkie.” ...