The Harvard Program on Negotiation posted an interesting article discussing the obvious: technology has changed how we negotiate and who we are. In “Does Using Technology in Negotiation Change Our Behavior” (October 16, 2025), the Pon staff writer starts by providing a typical example of parties beginning their negotiation by phone or text, gradually moving to email and/or video conferencing, and eventually meeting in person to finalize the deal and sign the agreement. (Id. at 1. )
As we have all witnessed, negotiating by email or text increases the possibility of misunderstanding and increases the conflict instead of decreasing it. (Id.) However, we do not realize that using all of this technology changes our negotiating behavior. Research has shown that such use changes our behavior, psychology, and emotions. (Id.) According to Noam Ebner, “… our use of technology is affecting our focus, empathy, and trust in ways that could require negotiation scholars to reconsider even bedrock beliefs about the field.” (Id. at 2.)
Because of this technology, we will attempt to multitask, even though multiple studies have shown that we cannot focus on more than one task at a time. (Id. at 2.) As a result, we will lose our ability to empathize, among other things. (Id.)
To prove the point, the post discusses a study in which researchers randomly paired 200 people to discuss a topic for 10 minutes in a coffee shop. Some were friends already, while others were strangers. (Id. at 2.)
Research assistants observed what the participants did with their phones, such as putting them on the table or leaving them out of sight. (Id.) As you might guess, when the cell phone was on the table, the quality of the conversation suffered: there was less empathy, and the conversation overall was not very fulfilling. (Id.) Unconsciously, the presence of the cell phone on the table was also causing the party to miss “… subtle but important communication cues, such as facial expressions, eye contact, and changes in tone” (Id. at 2.)
So, what is the antidote? At your next meeting, tell everyone to put their cell phones on silent and out of sight and hand out paper and pencil instead for use. “Then see what happens when you talk, think, and write for the duration of the meeting using nothing but your brains. “(Id. at 3.)
… Just something to think about.
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