Facing an Email Negotiation? Take a Proactive Approach

Effective email negotiators tackle the medium’s pitfalls head-on, new research finds.

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Article Excerpt

As a format for negotiating complex deals, email has a bad reputation. Negotiators are more likely to deceive one another when using email, and they have trouble building trust and rapport in email messages. Furthermore, some research has found that negotiators achieve less joint gain and are less satisfied with their outcomes when negotiating over

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