CONDUCTING business remotely is the new reality. The COVID-19 crisis has caused a shift in the way business professionals communicate with each other. This chapter will focus on the three most frequent modes of e-negotiations: voice-based (telephone and videoconference) and text-based (instant messaging and e-mail). It is noteworthy that the technical part has not overgone a radical change. Negotiators still follow the traditional framework that encompasses agenda-setting, identification of the objective, preparation of the opening offer, consideration of options and alternatives, demand presentation and exchange, choice of approach, and execution of the negotiation strategy. What has changed is the relational part; ...
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