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  • January–February 2000
  • Article
  • Harvard Business Review

The Electronic Negotiator: Negotiations over Email

By: Kathleen L. Valley
  • Format:Print
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Abstract

It's tempting to save time and money by negotiating through e-mail, rather than in person or by phone. But new research finds that people can be contentious-even dishonest-when negotiating solely by e-mail.

Keywords

Negotiation; Communication Strategy

Citation

Valley, Kathleen L. "The Electronic Negotiator: Negotiations over Email." Harvard Business Review 78, no. 1 (January–February 2000): 16–17. (Reprint F00103.)
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About The Author

Kathleen L. McGinn

Negotiation, Organizations & Markets
→More Publications

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    • September 2021 (Revised October 2021)
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More from the Author
  • Traversing a Career Path: Pat Fili-Krushel By: Kathleen L. McGinn, Deborah Kolb and Katherine Chen
  • Francoise Brougher By: Edward H. Chang, Nour Kteily and Kathleen McGinn
  • Francoise Brougher (B) By: Edward H. Chang, Nour Kteily and Kathleen McGinn
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