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Purpose and benefits

Many negotiations in business today are conducted via e-mail, a process which has both advantages and disadvantages. 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 the subtleties of negotiation we take for granted in a face-to-face meeting. When we negotiate in this way, a lot can be conveyed by our tone of voice, body language, and facial expressions. Therefore, the e-mails you use in this context need to work quite hard to get the same results, but this actionlist sets out to equip you with the basics that will help you succeed.