Negotiating Blind

Author(s):

Lee Buddress, Ph.D., C.P.M.
Lee Buddress, Ph.D., C.P.M., Portland State University, PO Box 751/SBA, Portland, OR 97207, 503-725-4769; 503-725-5850(fax), leeb@sba.pdx.edu
Michael E. Smith, Ph.D.
Michael E. Smith, Ph.D., College of Business, Western Carolina University, Cullowhee, NC, 28723, 828-227-3697; 828-227-7414(fax), mesmith@wcu.edu
Alan Raedels, Ph.D., C.P.M.
Alan Raedels, Ph.D., C.P.M., Portland State University, PO Box 751/SBA, Portland, OR 97207, 503-725-3728; 503-725-5850(fax), alanra@sba.pdx.edu

87th Annual International Conference Proceedings - 2002 - San Francisco, CA
Abstract

E-Commerce is, at its core, an improved communication tool. Reliance on written forms of communication changes the interaction dynamics of the buyer-supplier relationship in many ways. Planning for negotiation may be different, as will be its conduct. Results of a recent experiment indicate outcomes may be significantly different, as well. Negotiating blind - without all of the visual and verbal cues on which we traditionally rely - may require an entirely different approach.

Negotiating Blind — 21 KB (PDF)