The Pitfalls of Negotiations Over Email
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Negotiation research suggests that email often poses more problems than solutions when it comes to relationships, information exchange, and outcomes in conflict resolution negotiation scenarios.
First, establishing social rapport via email can be challenging. The lack of nonverbal cues and the dearth of social norms regarding its use can cause negotiators to be impolite and show little concern for their counterparts.
Email negotiations are also fraught with misunderstanding, both because emotion and tone are difficult to convey accurately and because parties neglect to consider the other side’s perspective. Notably, email communicators are largely unaware of their limitations.
In one study by Justin Kruger of New York University, Nicholas Epley of the University of Chicago, and Justin Parker and Zhi-Wen Ng of the University of Illinois at Urbana-Champaign, individuals were asked to communicate a series of statements with sarcasm, seriousness, anger, or sadness to either a friend or a stranger via email, over phone, or face-to-face.
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