The Role of Communication Media in Negotiations. In Benoliel, M. (2011). Negotiation Excellence: Successful Deal Making: World Scientific Publishing Company Incorporated.

Coauthor(s): Shira Mor & Alexandra Suppes
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Abstract
The aim of this chapter is to detail to negotiators the advantages and pitfalls of negotiating over different communication media. First, we discuss how Computer Mediated (CM) negotiations influence, for better or worse, the relationships with negotiation counterparts and provide readers with practical guidelines to master CM negotiation. Next, we address how CM negotiations present unique challenges to our ability to accurately perceive negotiation counterparts’ personality and goals. Here, we highlight how a CM negotiator can use a medium to their advantage to glean a more accurate impression of their negotiation counterpart as well as ensure that they are giving off the right impression to their counterparts. Beyond the effects of media on perceptions of counterparts and social processes in negotiations, we also discuss how communication media affects negotiation outcomes in both distributive and integrative agreements.