Last Updated Apr 27, 2009 12:19 PM EDT
Take real estate deals. According to Harvard Business School professor Kathleen McGinn, an expert in negotiation, email might be just the ticket for closing on your next Shangri-la. Why? She tells the New York Times:
- In a face-to-face negotiation, the parties may be less inclined to be forthcoming with what they want because they don't want to be perceived as petty or money-grubbing.
- An e-mail trail makes the brokers more accountable for the information they convey.
- But, she adds, negotiation emails should be taken seriously, not written in haste. And observe email etiquette. Putting a demand in all caps or responding snappishly with a string of !!! might lead to a conflict spiral.