Four Biases that Threaten Email Negotiations

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Four Biases that Threaten E-mail Negotiations

• 1. Temporal synchrony bias
• Tendency for negotiators to behave as if they are
  in a synchronous situation when they are not
• 2. Burned bridge bias
• Tendency to do risky things during e-mail that
  would not be used in a face-to-face encounter
• 3. Squeaky wheel bias
• Tendency to use a negative emotional style
• 4. Sinister attribution bias
• Overlooking the role of situational factors