The Impact of New Communication Technologies on Negotiations
The Impact of New Communicational Technologies on Negotiations

Summary/Abstract: This article is intended as a continuation of the one published in the previous issue of the magazine, covering the role of e-mail in organizational communication, the advantages and constraints of this communication means. We have shown that electronic message has its rules and its traps, of which we need to be aware, because they can influence the winning or loose of a business. In this article we shall dis-cuss the way in which and the reasons why new communication technologies can influence both the result of negotiations, and the negotiators’ behavior, while it is of common knowledge the fact that in a negotiation communication implies more than a simple information exchange. The economic crisis places the managerial team in front of various situations both on a financial and psychological level, and that is why the volume of direct negotiations has increased. The success of negotiations under these circumstances highly depends on the communication (and negotiation) skills of the manager and his/her team; it also depends on the way in which the manager and his/her team negotiate with the employees, and with those outside the company(customers or suppliers, partners, financiers etc.).

• Details
• Contents