Reclaiming Attention in the Digital Generation Negotiator

THE NEGOTIATOR'S DESK REFERENCE (Chris Honeyman & Andrea Kupfer Schneider eds., DRI Press 2017).

16 Pages Posted: 18 Apr 2016 Last revised: 16 Dec 2017

See all articles by Lauren A. Newell

Lauren A. Newell

Ohio Northern University, Pettit College of Law

Date Written: December 15, 2017

Abstract

This chapter considers the relationship between information and communication technologies ("ICTs") and attention and the consequences of this relationship for the "Digital Generation" negotiators of the future. It proceeds in three parts. The first part explores the mechanics of attention and the importance of attention in negotiation. The second part, directed to elder generations of negotiators, aims to help these negotiators understand how ICTs affect the Digital Generation’s attentional capacity. The third part, directed to Digital Generation negotiators, offers practical suggestions for improving their focused attention.

Keywords: attention, Digital Generation, technology, ICTs, negotiation

Suggested Citation

Newell, Lauren A., Reclaiming Attention in the Digital Generation Negotiator (December 15, 2017). THE NEGOTIATOR'S DESK REFERENCE (Chris Honeyman & Andrea Kupfer Schneider eds., DRI Press 2017)., Available at SSRN: https://ssrn.com/abstract=2765470 or http://dx.doi.org/10.2139/ssrn.2765470

Lauren A. Newell (Contact Author)

Ohio Northern University, Pettit College of Law ( email )

525 South Main Street
Ada, OH 45810
United States

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