Why is face-to-face negotiation the preference of many ...

[ashley]

Why is face-to-face negotiation the preference of many negotiators? How do generational differences affect
  a negotiator's choice of communication medium?
 
  What will be an ideal response?

Question 2

Stream analysis begins with _____.
 
  a. computerizing a system to attain as much relevant information as possible
  b. surveys and feedback sessions
  c. the practitioner planning an intervention strategy for the client system
  d. the client and the practitioner identifying key behavioral, structural, and technical interventions that need to be implemented
  e. all of the above

[carlsona147]

Answer to Question 1

Face-to-face negotiation is the clear preference of most negotiators for several reasons. Face -to-face contact is
crucial in the initiation of relationships and collaboration. Face-to-face negotiations are particularly important
when negotiators meet for the first time, when norms of interaction are established. Negotiators are more
cooperative when interacting face -to-face than over the telephone. Face -to-face communication fosters the
development of interpersonal synchrony and rapport and thus leads to more trusting, cooperative behavior.
Face-to-face negotiators reach more integrative outcomes and more balanced distributions of surplus than by
writing-only or telephone negotiations. Older generations are more comfortable with face -to-face communication
as a communication medium. A handshake and a promise between people of older generations carry much
importance. Younger generations have grown up with a plethora of communication choices but overwhelmingly
prefer to communicate virtually, both personally and professionally.

Answer to Question 2

d