Negotiation via (the new) email

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Authors
Ebner, Noam
Issue Date
2015
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Book, Edited
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Abstract
While certainly one of the most familiar modes for online communication, email is a constantly shifting entity. This chapter explores common pitfalls encountered in negotiating via email as well as advantages the medium offers, and offers best practices for negotiating through this communication channel. In a significant update to the existing literature, this chapter describes the changes that the email medium itself, as well as its users, have undergone in recent years, with the proliferation of smartphones and other platforms for mobile communications. These changes have redesigned the map of challenges and advantages posed to us as we negotiate via email.
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Citation
Noam Ebner, Negotiation via (the New) Email, in Negotiation Excellence: Successful Deal Making 407 (Michael Benoliel ed., 2d ed. 2015), reprinted in Negotiation: Readings, Exercises & Cases 188 (Roy J. Lewicki, David M. Saunders & Bruce Barry eds., 7th ed. 2015).
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World Scientific
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