Part 6: I-negotiations and E-negotiations
The rise of information technology has led to new forms of negotiating. On the one hand, it is efficient; on the other hand, it creates new limitations. Like it or not, we behave differently when we are not face-to-face, and this affects the success of our negotiations.
Truth 38: Negotiating on the phone
Truth 39: Negotiating via email and the Internet
Truth 40: When negotiations shift from relational to highly transactional
Truth 41: Negotiating across generations
Truth 42: Negotiating with different organizational cultures
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