A recent study confirms what my gut has told me: that negotiating by e mail definitely has its challenges. In an April 5, 2021 blog post entitled “The Pitfalls of Negotiations Over Email” by the PON Staff, the writer concludes that negotiating by e mail has many more disadvantages than advantages.
In a 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, these researchers asked participants to communicate in a series of statements using sarcasm, seriousness, anger or sadness to a friend or a stranger by using either face-to-face, email or telephone.
The researchers found that the participants overestimated how the other person would interpret their tone and this was especially so when using email.
