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E-mail Etiquette by A & C Black Publishers

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4 Negotiating by e-mail

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Many negotiations in business today are conducted via e-mail, a process which has both advantages and disadvantages and needs careful handling to get it right.

The speed of Internet communication means that we can sometimes resolve issues more quickly than we might have done when face-to-face meetings were the only way forward. E-mail also allows us to contact people all over the world with relative ease, so rather than having to pick our way through erratic phone connections and time zones, we can send a message in the reasonable hope that the right person will get it.

However, ‘virtual’ negotiation misses out on many of ...

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