The Advantages of Negotiating Over Email
You wouldn't want to bargain your next salary increase over email, but there are some types of negotiation that may be enhanced by an electronic intermediary.
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.
(Email image by derrickkwa, CC 2.0)