How Technology is Changing Us and the Way We Negotiate

New ways of communicating and interacting unleashed by technological advances could have a profound effect on our negotiation behavior.

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Article Excerpt

Imagine that two people are introduced to each other via email by a mutual friend. They begin discussions on the phone regarding a potential business partnership, which lead to several in-person meetings during which their laptops are open and their smartphones are on the table, available for checking facts and tracking down data. In between

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