PON Live! Negotiating from a Distance: The Impact of Communication Media and Negotiator Characteristics

How does the communication medium shape negotiation outcomes? As negotiations increasingly take place by video, audio, or text, the choice of medium has become an essential negotiation skill.

Drawing on her experimental study of 400 participants, Dorcas Quek Anderson examines how four communication modes influence both economic and relational outcomes. The effectiveness of a communication mode can also depend on negotiator characteristics, including conflict management style, communication style, and personality.

Join us to explore how negotiators can make more informed decisions about when to meet face-to-face, and when different communication media may work just as well, or even better.