Negotiating with Information and Communication Technology in a Cross-Cultural World

Noam Ebner ()
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Noam Ebner: Creighton University

Chapter 5 in The Palgrave Handbook of Cross-Cultural Business Negotiation, 2019, pp 91-116 from Springer

Abstract: Abstract This chapter introduces the benefits and challenges of using information and communication technology (ICT)-based channels for negotiation. Applying a number of key theories from the field of communications—Media Richness Theory, Channel Expansion Theory, and Media Synchronicity Theory—it explains the ways in which people use communication media and the ways in which any given media affects the communication it conveys. These theories are applied to negotiation, to frame challenges that online negotiation poses to successful negotiation—and to provide guidelines for overcoming them and for utilizing ICT beneficially. These issues are considered in light of ICT-based negotiation’s use for cross-cultural negotiation in the modern business world.

Keywords: Negotiation; Communication; Computer-mediated communication; Face-to-face communication; Video; Videoconferencing; Email; Conflict; Attribution; Technology; Cross-cultural; Texting; Text messaging; Media effects; Communications (search for similar items in EconPapers)
Date: 2019
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-030-00277-0_5

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DOI: 10.1007/978-3-030-00277-0_5

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