Describe ways in which online information can reveal a person's potential biases, and how this information can influence negotiation tactics.

Online information can reveal a person's potential biases through a variety of sources, including social media activity, forum participation, blog posts, and online reviews. These biases, once identified, can significantly influence negotiation tactics, allowing a negotiator to anticipate behaviors, tailor their approach, and gain a strategic advantage by addressing the biases directly or working around them.

One key way biases are revealed online is through the content a person shares and the groups they associate with on social media. For example, if a potential business partner frequently shares posts that exhibit a strong political leaning, this may indicate a bias toward businesses that align with that ideology. If you have an opposing political position this may affect how you engage with that person, requiring that you carefully avoid discussion about political topics during negotiations. Similarly, if a hiring manager often shares posts that promote a certain cultural perspective, it may suggest that they favor candidates from similar backgrounds. If you do not share that specific cultural background this may cause you to highlight shared accomplishments and shared skills more deliberately, and to carefully avoid any cultural blunders. Recognizing this bias allows you to adjust your presentation to highlight aspects of your background and experience that resonate with their identified perspective.

Another revealing aspect is the language and tone used in their online communications. For example, if someone frequently uses gendered or racially charged language in their online interactions, it may indicate a deeply ingrained bias that could affect their fairness or objectivity in negotiations. This kind of information can impact the approach you take during the negotiations. You might decide to have a trusted colleague, who might better resonate with the biased individual, join the negotiation to try to mitigate these biases. Understanding the type and intensity of bias allows for strategic selection of team members or communication styles, for a more tailored approach.

Furthermore, reviewing an individual’s activity on online forums and communities can reveal biases toward certain technologies, methodologies, or industry approaches. For example, if a software developer consistently criticizes open-source technologies and promotes proprietary solutions, it may suggest a bias towards certain types of software during negotiations about a tech partnership. If your company uses open source, you would need to prepare a solid case to demonstrate why that technology is best suited for your business. This knowledge allows you to anticipate their resistance and prepare data and arguments to address these biases directly, rather than being caught off guard during the discussions.

Online reviews and feedback, both those left by the individual and those left about them, can also expose biases. If, for example, a manager leaves a series of negative reviews only towards candidates from a particular background, it reveals a potential bias that can be incorporated into your approach if you are also from a similar background. You may chose to have a trusted mentor or advisor review your performance for similar subtle biases and to adjust your communication style in advance. Additionally, if a person often leaves negative reviews based on subjective and potentially biased opinions, this information might indicate that their expectations or judgment are influenced by those biases. This understanding lets you tailor your communication to address these subjective concerns directly.

Also, a person's online activity in response to current events can reveal deep biases. If an individual consistently supports or opposes specific social movements, political ideologies, or industry trends, they are showing their underlying biases. Understanding the intensity and focus of their interests will let you prepare for a negotiation by aligning or subtly disagreeing with their points of view. This will create common ground or highlight value as needed. For instance, if you discover a person's strong views on specific industry practices, you can address it in your negotiation strategy, either aligning with their viewpoint or presenting a well-supported alternative.

In summary, the online footprint can uncover a person's potential biases through their social media activity, forum participations, shared opinions, and online reviews. This understanding is crucial in preparing and adapting your negotiation tactics. By recognizing and addressing these biases—whether through emphasizing common ground, mitigating their concerns, or strategically positioning your own arguments—negotiators can significantly improve their ability to reach favorable agreements. Being aware of a counterpart’s potential biases transforms your approach from a generic strategy to a tailored approach that is both strategic and effective.