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Learn the Art of Logic and Persuasion (Collection) by Leigh Thompson, Jonathan Herring

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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

Truth 43: Negotiating with different demographic cultures

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