– 61 --
Negotiation via Text Messaging
Editors’ Note: “Never!” That’s the typical reply, says the author, when he queries a negotiator about negotiating through text messages. Not so fast, Ebner says—look closely at how your day goes and how your various forms of communication fit together, and you may well find yourself already handling part of that traffic via text. Furthermore, he says, in the future you can expect to use this medium more, as more and more of your counterparts depend on it. Yet negotiating via text is significantly different even from email negotiation. Ebner walks you through the assets, and the liabilities.
Negotiation via Text—Who, Me?
Many professionals I speak with regarding negotiation via text messaging are surprised, saying they would never commit negotiation processes to this medium. I don’t press the point. But if I did, I’d recall hearing the same responses ten years ago, with regards to negotiating via email, and that they petered out quickly as use of this medium spread [see NDR: Ebner, Email]. With young professionals and students, on the other hand, any surprise is limited to “Hey, that’s right—I never thought of it that way!” If any of the three conversations captured below is familiar to you, you already negotiate via text messaging. If not, I’d suggest, you will in the future—and soon. ....
For full contents please purchase The Negotiator’s Desk Reference.
Anandarajan, M., M. Zaman, Q. Dai and B. Arinze. 2010. Generation Y Adoption of Instant Messaging: An Examination of the Impact of Social Usefulness and Media Richness on Use Richness. IEEE Transactions on Professional Communication 53 (2): 132-143.
Baldwin, H. 2014. Instant Messaging is Going Corporate. Forbes, February 17, 2014. Available online at http://www.forbes.com/sites/howardbaldwin/2014/02/17/instant-messaging-is-going-corporate/#2715e4857a0b621bd3e26541 (last accessed January 16, 2016).
Bhappu, A. D. and Z. I. Barsness. 2006. Risks of email. In The Negotiator’s Fieldbook: The Desk Reference for the Experienced Negotiatior, edited by A. K. Schneider and C. Honeyman. Washington, DC: American Bar Association.
Carlson, J. R. and R. W. Zmud. 1999. Channel Expansion and the Experiential Nature of Media Richness Perceptions. The Academy of Management Journal 42(2): 153-170.
Collister, L. 2015. Storytelling with a Wink and a Smile: The Arrival of the Emoji-pocalypse. The Conversation. Available online at http://theconversation.com/storytelling-with-a-wink-and-a-smile-the-arrival-of-the-emoji-pocalypse-48308 (last accessed June 20, 2016).
Crosswhite, J. M., D. Rice and S. M. Asay. 2014. Texting Among United States Young Adults: An Exploratory Study on Texting and its use Within Families. The Social Science Journal 51(1): 70-78.
D’Urso, S. C. and S. A. Rains. 2008. Examining the Scope of Channel Expansion: A Test of Channel Expansion Theory with New and Traditional Communication Media. Management Communication Quarterly 21(4): 486-507.
Daft, R. L. and R. H. Lengel. 1984. Information Richness: A New Approach to Managerial Behavior and Organizational Design. Research in Organizational Behavior 6: 191-233.
Drouin, M. and C. Landgraff. 2012. Texting, Sexting, and Attachment in College Students’ Romantic Relationships. Computers in Human Behavior 28(2): 444-449.
Druckman, D. and N. Ebner. 2013. Games, Claims, and New Frames: Rethinking the Use of Simulation in Negotiation Education. Negotiation Journal 29(1): 61-93.
Druckman, D. and N. Ebner. 2008. Onstage or Behind the Scenes? Relative Learning Benefits of Simulation Role-play and Design. Simulation & Gaming 39(4): 465-497.
Forgays, D. K., I. Hyman and J. Schreiber. 2014. Texting Everywhere for Everything: Gender and Age Differences in Cell Phone Etiquette and Use. Computers in Human Behavior 31: 314–321.
Geiger, I. and J. Parlamis. 2014. Is There More to Email Negotiation than Email? The Role of Email Affinity. Computers in Human Behavior 32: 67-78.
Gunraj, D. N., A. M. Drumm-Hewitt, E. M. Dashow, S. S. N. Upadhyay and C. M. Klin. 2016. Texting Insincerely: The Role of the Period in Text Messaging. Computers in Human Behavior 55(B): 1067–1075.
Holtgraves, T. and K. Paul. 2013. Texting Versus Talking: An Exploration in Telecommunication Language. Telematics and Informatics 30(4): 289-295.
Johnson, N. A. and R. B. Cooper. 2015. Understanding the Influence of Instant Messaging on Ending Concessions During Negotiations. Journal of Management Information Systems 31(4): 311-342.
Johnson, N. A., R. B. Cooper and R. D. Holowczak. 2016. The Impact of Media on How Positive, Negative, and Neutral Communicated Affect Influence Unilateral Concessions During Negotiations. European Journal of Information Systems. Available online at http://dx.doi.org/10.1057/ejis.2016.4 (last accessed June 20, 2016).
Luo, S. and S. Tuney. 2015. Can Texting be Used to Improve Romantic Relationships? The Effects of Sending Positive Text Messages on Relationship Satisfaction. Computers in Human Behavior 49: 670-678.
Matz, D. and N. Ebner. 2011. Using Role-play in Online Negotiation Teaching. In Venturing Beyond the Classroom edited by C. Honeyman, J. Coben, and G. De Palo. St Paul: DRI Press.
Robb, A. 2014. How Using Emoji makes us Less Emotional: And What Linguists Say it Means if Your Smiley Face Has a Nose. New Republic. Available online at https://newrepublic.com/article/118562/emoticons-effect-way-we-communicate-linguists-study-effects (last accessed June 20, 2016).
Ross, L., D. Greene and P. House. 1977. The “False Consensus Effect”: An Egocentric Bias in Social Perception and Attribution Processes. Journal of Experimental Social Psychology 13(3): 279-301.
Skierkowski, D. and R. M. Wood. 2012. To Text or Not to Text? The Importance of Text Messaging Among College-aged Youth. Computers in Human Behavior 28(2): 744-756.
Troxel, W. M., G. Hunter and D. Scharf. 2015. Say “GDNT”: Frequency of Adolescent Texting at Night. Sleep Health 1(4): 300-303.