Negotiators who interact face-to-face are more likely to reach agreement and avoid impasse than their e-negotiation counterparts.

Question

Quizplus · Accepted Answer

Research has shown that face-to-face negotiation allows for more social cues and nonverbal communication, which can foster understanding and relationship building between negotiators. E-negotiation lacks these cues and can make it harder to build trust, leading to a higher likelihood of impasse.

Negotiators Who Interact Face-To-Face Are More Likely to Reach Agreement