chapter  8
28 Pages

Negotiation, Information Technology, and the Problem of the Faceless Other

The rapid increase in the use of information technology for communication generally makes it difficult to find reliable estimates of the frequency with which information technology is used for negotiation specifically. Two factors, however, give rise to an inference about the use of information technology for negotiations. First, we know that as a general matter, the use of information technology media such as e-mail has become mainstream in business communications, consumer transactions, and in interpersonal communication between friends and associates. Second, as pointed out by Fisher and Ury (1981), among others, negotiation is

something that all of us do almost daily. Given these two fundamental realities, it is inevitable that we will have occasion to use technology in situations that involve negotiation.