Mind and Heart of the Negotiator, Second Edition, The

Conclusion

We used the place-time model of social interaction to examine how the medium of communication affects negotiation. We noted in particular how more often people are negotiating in impoverished communication environments and how such environments affect status and power relationships, social networks, risk-taking propensity, rapport and norm-following, and paranoia. We examined how new technologies are also leading to fundamental changes in the way disputes are resolved.