While social media has had profound effects in many realms, the theory and practice of negotiation have remained relatively untouched by this potent phenomenon. In this article, we survey existing research in this area and develop a broader framework for understanding the wider roles and effects of social media on negotiation. Through a series of detailed case studies, we explore how social media can drive important negotiations either off the rails or toward beneficial outcomes—and how savvy practitioners can harness this often‐neglected factor to their advantage, or else find themselves outmaneuvered by more digitally sophisticated parties. Applying the lens of the “3D negotiation” approach developed by Lax and Sebenius, we describe a number of potentially decisive roles that social media can play to enhance actions by negotiators “at the table,” with respect to deal design, and “away from the table.” In this 3D context, we show how social media can help negotiators learn about their counterparts (interests, perceptions, relationships, and networks), directly and indirectly influence the parties, mobilize supporters, and neutralize potential opponents. We show that being proactive—both in cultivating digital influence or allies and in building resilience to threats across online information ecosystems—can provide critical advantages for negotiators navigating a hyperconnected world. We develop a preliminary framework to help identify the full range of platforms, tools, and methodologies appropriate for the use of social media in negotiations, including network mapping software and open‐source intelligence techniques. Throughout our analysis, we stress the importance of ethical and privacy considerations.

中文翻译：

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交易中断：社交媒体在谈判中的未开发力量

尽管社交媒体已在许多领域产生了深远的影响，但谈判的理论和实践仍未受到这种有效现象的影响。在本文中，我们将调查该领域的现有研究，并开发一个更广泛的框架，以了解社交媒体在谈判中的更广泛角色和影响。通过一系列详细的案例研究，我们探索社交媒体如何推动重要的谈判脱离轨道或实现有益的结果，以及精明的从业者如何利用这一经常被忽视的因素来发挥自己的优势，或者发现自己被更加复杂的数字技术所取代派对。运用Lax和Sebenius开发的“ 3D谈判”方法的镜头，我们在桌子上描述了社交媒体可发挥的许多潜在决定性作用，以增强谈判者的行动，”（关于交易设计）和“远离桌子”。在这种3D环境中，我们展示了社交媒体如何帮助谈判者了解对方（利益，看法，关系和网络），直接或间接地影响当事方，动员支持者并消除潜在的对手。我们显示出积极主动的态度-既可以培养数字影响力或盟友，也可以增强抵御在线信息生态系统中各种威胁的能力-可以为谈判者在高度互联的世界中航行提供重要的优势。我们开发了一个初步的框架，以帮助确定适合在谈判中使用社交媒体的所有平台，工具和方法，包括网络映射软件和开源情报技术。在整个分析过程中，