The Wired Negotiator: Using Technology in Negotiation

By — on / Teaching Negotiation

The Wired Negotiator

Everyone negotiates every day. How we negotiate is changing dramatically due to the use of various technological tools. People need not fear this change. Rather, they should understand the different technology at their disposal, grasp the pros and cons, and determine how to select the best medium to suit their needs, negotiation style, and approach. Check out this TED Talk of PON faculty Dr. Joshua N. Weiss on how to use technology effectively in negotiation:

Teaching students to use technology as an integral part of their negotiations will better equip them to negotiate effectively in the modern world. Having students conduct a negotiation over email can be an insightful way for students to experience how technology can impact negotiation strategy. Fie’s Agent is a two party negotiation simulation from the Teaching Negotiation Resource Center (TNRC) designed to be conducted over email.

Fie’s Agent – Featured Negotiation Simulation

This two-party integrative e-mail negotiation is between a soccer star and her long-term representative over the terms of a potential new agency contract. This simulation is a good vehicle for discussing the dynamics of negotiating via e-mail versus face-to-face or through other media. It highlights issues regarding the principal-agent relationship, contract drafting, integrative and distributive bargaining, and the challenges in balancing substance, process, and relationship concerns. Download a FREE Teacher’s Package today!

Take your training to the next level with the TNRC

The Teaching Negotiation Resource Center (TNRC) offers a wide range of effective teaching materials, including

TNRC negotiation exercises and teaching materials are designed for educational purposes. They are used in college classroom settings or corporate training settings; used by mediators and facilitators seeking to introduce their clients to a process or issue; and used by individuals who want to enhance their negotiation skills and knowledge.

Negotiation exercises and role-play simulations introduce participants to new negotiation and dispute resolution tools, techniques and strategies. Our videos, books, case studies, and periodicals are also a helpful way of introducing students to key concepts while addressing the theory and practice of negotiation and conflict management.

Check out all that the TNRC has in store >> 

The Program on Negotiation at Harvard Law School
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