The Impact of ComputerMediated Communication

Computers, internet, and mobile phones have redefined the way of communication and it is possible to communicate with anybody in the world instantly using these technologies. These new technologies are now driving the business world. Even the business negotiations are now utilizing the immense possibilities of Computer-Mediated Communications and Online Text Based Communications. Negotiations are part of life. It is a dialogue between two or more parties intended to resolve disputes and to reach mutual agreements for mutual benefits. It is an interactive decision-making process in which the parties discuss their preferences, and adopt some kind of bargaining strategies in order to persuade others to bring their side. We are always engaged in some kind of negotiations in most of our daily life activities. While talking to somebody, purchasing something, driving, cooking or eating we are negotiating with something. Negotiation occurs for one of two reasons: 1) to create something new that neither party could do on his or her own or 2) to resolve a problem or dispute between the parties (Lewicki, Roy amp. Saunder, 2006, p.3) Two parties negotiate because they think that they can use some form of influence to get a better deal (Lewicki, Roy amp. Saunder, 2006, p.4) It is not possible to be adamant in our approaches while engaged in a negotiation process. Compromise is the best word which can explain the meaning of the negotiation process. Negotiations are often categorized as distributive (win-lose) and integrative (win-win) (Croson, 1999, p.24) Communication is the core of every negotiation process. In order to convince others strong communication skills are required in a negotiation process. Negotiations previously happened in the actual presence of the two parties. But as per the current trends, most of the negotiations are taking place in the virtual world (computer-assisted world) rather than the real one. Virtual communication uses communication modes other than face-to-face (FTF) such as telephone, email, or written notes (Stuhlmacher et al, 2007, p.330)