Negotiation via Email
Ebner, N. (2017). Negotiation via email. In Honeyman, C. & Schneider, A.K. (eds.) The Negotiator's Desk Reference. St Paul: DRI Press
18 Pages Posted: 2 Nov 2013 Last revised: 16 Dec 2017
Date Written: 2017
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. Written in 2017, this chapter offers a significant update to the existing literature on the subject, describing 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.
For further work on online negotiation, focusing specifically on the topic of trust, see:
For work on negotiating via videoconferencing, see;