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.
Lauren A. Newell, Reclaiming Attention in the Digital Generation Negotiator, in The Negotiators Desk Reference 202 (Chris Honeyman & Andrea Kupfer Schneider eds., DRI Press 2017).