By: Bill Rosenthal

Think there's no difference between negotiating on the phone, web, or other virtual media and negotiating face to face? A recent scientific study says otherwise

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A meta-analysis of research done at DePaul University on negotiating shows a noticeable rise in the number of "hostile acts" committed during telephone negotiations, versus negotiations where the two parties can fully interact.

Hostile acts are defined as behaviors that reflect negatively on the individual committing them, such as:

• Lying
• Threatening
• Using aggressive language
• Name calling

Negotiators that worked face-to-face with their customer or other party showed less hostility and actually reported higher profits (sales, concessions from the other party) than those on the phone or the web.

Be aware of how you may sound to others when you can't look them in the eye.

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