Negotiation via (the New) Email

Noam Ebner

Chapter 24 in Negotiation Excellence:Successful Deal Making, 2014, pp 407-436 from World Scientific Publishing Co. Pte. Ltd.

Abstract: The following sections are included:Negotiation — Here, There, Online and EverywhereNegotiating Online Is Unavoidable — And Unavoidably DifferentThe Medium and the Message: A Theoretical ModelUsing Email: A Moving TargetNegotiating via Email: Eight Major ChallengesA Look AheadConclusion

Keywords: Negotiation; Persuasion; Trust Building; Judgment Bias; Decision Making; Renault–Nissan Alliance; Arcelor and Mittal Steel Merger; Kraft Foods; Cadbury PLC; Walt Disney; Komatsu; Dresser (search for similar items in EconPapers)
Date: 2014
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