Online Negotiations: The Impact of Internet on Negotiation and Bargaining Techniques

This article discusses the impact of the internet on negotiation and bargaining techniques. It explores how the internet has widened networking among people for improved negotiation and bargaining experience. It also highlights the challenges faced by the internet in encouraging the involvement of people in different bargaining and negotiation related activities.

Running head: ONLINE NEGOTIATIONS
ONLINE NEGOTIATIONS
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1ONLINE NEGOTIATIONS
The internet and individuals approach towards negotiations and bargaining
Negotiation and bargaining are techniques where a communicator convinces or persuades
the communicated on the propositions that are made by the same. In this relation, the wider
application of internet has not only supported communication but also widened networking
among the people for improved negotiation and bargaining experience. Soldatov (2017) noted
that internet is a technology which saved time of people while undertaking bargaining and
negotiation related operations. Traditionally the negotiations and bargaining were undertaken
through face to face contacts, which not only took time but also restricted the activities within a
limited scope of population. However, the growth of the e-commerce and internet facilities
enabled individuals in undertaking communication without being present physically and thereby
permitted the huge scope for negotiation and bargaining among wider number of people.
Therefore, individuals have changed their methodology of bargaining or negotiating with their
subjects with the mentality of saving on their time, resources and accessing a wider scope of
population as audience.
Chen et al. (2017) opined that internet has reduced constraints relating to space and time
for empowering communication between two or more individuals. Therefore, it might be noted
that intranet facilitated wide networking and minimized restrictions relating to space and time.
On the other hand, Roberts, Chernew and McWilliams (2017) also stated that the presence of
internet brought about significant changes in the communication and negotiation procedures
which involved detailed examination of the body language, manners, and physical appearance in
cross- cultural communication. The internet not only minimized the gap between people from
different nations but also maximized the rate of communication between two or more parties.
However, it might be noted that in some aspects internet subdued the effects of communication

2ONLINE NEGOTIATIONS
in cross- cultural setting where the expectation and trust related factor of the communicated
depends on the physical appearance or the location of the communicator. In this aspects internet
faced serious challenges in encouraging the involvement of the people in different bargaining
and negotiation related activities.
Resources for improving internet negotiations
The major resources that might be considered by the individuals while improving internet
negotiations are specifically based on the clarity of the context, being an active listener, empathy
and confidence. Clarity of context would enable the communicator or the negotiator in
identifying the major aspects of the message and the manner in which the same might attract the
attention of the communicated. Clarity also brings with itself confidence in the negotiator while
placing their viewpoints on the different dimensions of the topic. Moreover, being an active
listener over internet would enable the negotiator or the communicator in identifying the
concerns that are being encountered by the communicated. Mitra and Sridhar (2018) opined that
being an active listener works effectively for improving the values of empathy in the negotiator
as the same develops an understanding of the situation that is being faced by the communicated
and thereby improve negotiations. Therefore, clarity of the context and active listening might
be taken as the most precious resources for a negotiator while initiating cross- cultural bargains
and negotiations.

3ONLINE NEGOTIATIONS
References
Chen, C., Hu, J., Sui, J., & Zhou, Y. (2017). An information congestion control scheme in the
Internet of Vehicles: A bargaining game approach. Computers & Electrical
Engineering, 58, 282-298.
Mitra, D., & Sridhar, A. (2018). The Case for Formation of ISP-Content Providers Consortiums
by Nash Bargaining for Internet Content Delivery. arXiv preprint arXiv:1810.10660.
Roberts, E. T., Chernew, M. E., & McWilliams, J. M. (2017). Market share matters: evidence of
insurer and provider bargaining over prices. Health Affairs, 36(1), 141-148.
Soldatov, A. (2017). The taming of the internet. Russian Social Science Review, 58(1), 39-59.