CHAPTER 15

Negotiating on the Internet

E-launch business activities often have to be carried out in an order that may seem totally illogical.

—Bill Gates

In today’s new economy, the Internet is changing the way business is carried out and is fast becoming an important channel of communication. It offers a wide range of business opportunities and challenges for enterprises, particularly those firms seeking new markets. Exporters, importers, suppliers, buyers, and agents are increasingly using the Internet to carry out their business transactions thanks to lower communication costs, reliability, and expediency.1 As a result of its capabilities, many international executives have started to rely on the Internet for negotiations.

Although the benefits ...

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